In government contracting, the fourth quarter of the federal fiscal year—July through September—is where things really heat up. It’s known industry-wide as the government’s spending spree, with Contracting Officers working fast to obligate any remaining budget before funds expire on September 30th.

In fact, according to recent procurement data and federal agency spending trends, more than 30% of the government’s annual discretionary budget is typically spent in Q4. That translates to hundreds of billions of dollars in awards in just three months.

Despite this, some contractors still miss the boat—often because they’re following outdated or inaccurate assumptions.

In this article, we’re busting the most common Q4 myths that may be holding your business back, and showing you how to stay focused, visible, and ready to win.

Myth #1: “Agencies Don’t Award Contracts in August”

Let’s start with one of the biggest misconceptions out there: that August is a dead month for government awards.

This myth is rooted in the idea that federal employees are taking vacations or slowing down operations ahead of September’s spending rush. While it’s true that some Contracting Officers may be out of office briefly, the data tells a very different story.

The Truth:
According to historical spending trends reported by platforms like USAspending.gov and agency-level procurement dashboards, August ranks among the top three months for contract obligations across most agencies.

By August, Contracting Officers have:

Identified what’s left in the budget
Flagged expiring contracts
Received internal pressure to push awards through

Waiting until September is too late. Many awards in August are the result of planning and outreach that began in June or July.

Myth #2: “Set-Aside Contracts Only Happen Early in the Fiscal Year”

Another persistent myth is that set-asides—especially sole-source or simplified acquisitions—are only used in Q1 and Q2 when there’s less urgency and more time to conduct small business outreach.

It’s simply not true.

The Truth:
Set-asides and sole-source awards are among the fastest, most efficient tools Contracting Officers have at their disposal in Q4. When the pressure is on to obligate funds before they expire, small business contracting authorities (FAR Part 19) give them a streamlined, compliant way to get it done.

Set-asides are especially common in:

Simplified Acquisition Procedures (SAP)
8(a) sole-source awards
SDVOSB and WOSB set-asides
HUBZone contracts

If you’re properly certified and visible, Q4 can be your most profitable period—not despite your certification, but because of it.

Myth #3: “If It’s Not on SAM.gov, It’s Not Happening”

Many contractors rely solely on SAM.gov to find opportunities, believing that every major federal contract must be posted there for full transparency.

But in Q4, time is short—and agencies use every available tool to move money quickly.

The Truth:
While SAM.gov is the official clearinghouse for many opportunities, not all awards are publicly posted before execution. In fact, a large volume of Q4 awards happen via:

Task orders under existing IDIQ contracts
Simplified acquisitions below the threshold
Micro-purchases
Sole-source contracts

These awards are often made directly to vendors already in the system—or those who’ve built relationships and introduced themselves before the final quarter.

If you’re waiting for a listing to appear on SAM.gov in September, you’re probably seeing the tail end of an opportunity someone else already locked up.

Myth #4: “It’s Too Late to Start Marketing in Q4”

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This myth has just enough truth to sound believable—but it’s not entirely accurate.

Yes, it’s ideal to begin your outreach in Q2 or Q3. But that doesn’t mean it’s too late to take meaningful action in July or August.

The Truth:
Q4 is all about timing and visibility. Even now, agencies are reviewing vendors, searching DSBS, checking inboxes, and evaluating Capability Statements to award simplified contracts or prepare for re-competes.

There’s still time to:

Reach out to buyers in your industry
Deliver a clean, compelling Capability Statement
Get noticed for set-aside or sole-source opportunities
Offer solutions tied to open needs or active pain points

Contracting Officers are buying through September 30th. If your company isn’t visible, someone else will fill the void.

Myth #5: “I’ll Just Focus on Bids. Marketing Doesn’t Matter.”

Some contractors believe their pricing, technical capabilities, and past performance should speak for themselves. Marketing, they argue, is unnecessary in the federal space.

But if you’re not making yourself known to buyers ahead of time, your proposal may never make it to the top of the pile—or even get considered.

The Truth:
In Q4, relationships and familiarity are everything. Contracting Officers prefer to award to vendors they already know or recognize. Outreach isn’t optional—it’s strategic.

Smart contractors are:

Sending their Capability Statements directly to targeted agency contacts
Introducing themselves through clear, relevant messaging
Following up with value-driven conversations
Staying top-of-mind when urgency hits

Marketing doesn’t replace your proposal—it gives it a chance to be seen.

The Real Risk? Believing the Myths

Q4 is not the time to play defense or rely on outdated assumptions. The contractors who succeed during the government’s biggest buying season are the ones who:

Stay visible
Act early and often
Know how agencies actually behave under pressure
Market themselves as low-risk, ready-to-award partners

And the ones who don’t? They’re left wondering why nothing showed up in their inbox.

Stay Ahead of the Facts—Not the Myths

At FedBiz Access, we help contractors navigate Q4 with clarity and confidence. Our team has worked with thousands of businesses across nearly every industry, and we know what works—because we’ve seen what doesn’t.

Whether it’s:

Helping you deliver your Capability Statement to real buyers
Optimizing your SAM or DSBS profiles for visibility
Building agency-specific outreach through the Federal Connections Package
Or supporting consistent engagement through our MatchMaker program

We’re here to help you focus on facts, not fiction.

Call Now and Get Backed by a Team That Knows Q4

The spending spree is happening now—and it’s not slowing down.

Buyers are spending. Decisions are being made fast. And opportunities are going to contractors who are ready, responsive, and visible.

Don’t let myths hold your business back.

📞 Call (844) 628-8914 today and let’s make sure your Q4 strategy is built on real data—not outdated assumptions.

And as part of our Christmas in July promotion, you can save 15% on the Federal Connections Package or MatchMaker service through July 31st when you mention promo code JULY15.

Get seen. Get connected. Get awarded.