In government contracting, relationships and timing are everything. As we cruise through the second quarter (Q2) of the federal fiscal year 2025, the importance of building and nurturing relationships with government buyers has never been more critical. This quarter is the perfect time to establish meaningful connections that can lead to successful contracts and long-term partnerships. But under the current administration, doing so requires a different approach—one that is patient, kind, and direct.

Understanding the Federal Fiscal Calendar

The federal government’s fiscal year begins on October 1 and ends on September 30 of the following year, broken into four quarters:

Q1: October 1 – December 31
Q2: January 1 – March 31
Q3: April 1 – June 30
Q4: July 1 – September 30

Q2 is the critical period when agencies assess their budgets and plan for upcoming procurements. This is the ideal time for government contractors to engage with agency representatives, learn their needs, and align their offerings to meet those requirements.

The Changing Landscape Under the Trump Administration

With Trump back in office, we’re seeing major shifts in government operations. One key change? Contracting officers are more overworked than ever before. Due to administrative cutbacks and reduced assistance, they are now handling a heavier workload with fewer resources.

This means contractors must approach outreach differently than in prior years. Contracting officers don’t have time for drawn-out pitches or unnecessary back-and-forth communication. If you want to build relationships that last, your communication needs to be kind, patient, and to the point.

Kind: Recognize their workload and express appreciation for their time.
Patient: Understand that they may be slower to respond due to being stretched thin.
Direct: Get straight to the point—what do you offer, and how can you help them?

By keeping these factors in mind, you’ll stand out as a valuable and considerate partner rather than just another contractor vying for attention.

Learn More about the FedBiz MatchMaker

Why Q2 Matters More Than Ever

1. The Year-End Spending Spree is Coming

A significant portion of federal spending occurs in Q4, often referred to as the “federal spending spree.” Agencies will be rushing to obligate their remaining budgets, and those who have already established relationships will be in the best position to secure contracts. By building relationships now, you ensure that you are top-of-mind when decision time comes.

2. Policy Shifts and Budget Adjustments Are in Play

The Trump administration is making sweeping changes to policies that directly impact procurement and spending. Agencies are shifting priorities, and budget allocations may fluctuate. Contractors who have strong relationships with government buyers will be better informed and prepared to adapt to these changes.

3. Increased Competition Requires a Strategic Edge

Government contracting is more competitive than ever. Thousands of businesses are competing for the same opportunities, making it essential to build trust early. If you establish yourself as a helpful, responsive, and understanding contractor now, you’ll have a significant advantage over those who wait until later in the year.

Strategies for Effective Relationship Building

1. Conduct Targeted Market Research

Not all agencies are the right fit for your business. Identifying the best opportunities is key to maximizing your efforts. Use market research tools to pinpoint agencies that need your products or services, ensuring that your outreach is strategic and efficient.

2. Engage in Thoughtful Outreach

Send personalized emails that acknowledge the contracting officer’s heavy workload.
Be brief but impactful—state your value proposition clearly and concisely.
Offer to help rather than push for a sale.

3. Offer Genuine Support

Many contracting officers are facing job uncertainty due to restructuring under the new administration. Express empathy and let them know that you’re available as a resource, whether it’s assisting with industry insights or simply offering words of encouragement. These gestures go a long way in strengthening long-term relationships.

4. Stay Informed and Ready to Pivot

Keep up with policy changes, budget shifts, and new government initiatives. Being well-informed allows you to pivot your strategies as needed and demonstrate adaptability—a key trait contracting officers appreciate.

How FedBiz Access Can Help

Navigating government contracting is challenging, but you don’t have to do it alone. FedBiz Access has been a leading government business development firm for over 24 years, assisting businesses of all sizes in securing over $36 billion in awards.

We offer a range of services designed to help contractors build relationships and secure more contracts, including:

– Market Research:

We help you identify the right government buyers and pinpoint the best-fit opportunities for your products and services.

– Federal Connections and MatchMaker Services:

Our extensive network connects you with key decision-makers, giving you direct access to the agencies most likely to buy from you.

– Engagement Coaching:

Not sure how to effectively communicate with contracting officers? We provide coaching to help you speak their language and build meaningful, long-term relationships.

Take Action Now

Q2 is a critical time for relationship-building in the government marketplace. If you wait too long, you risk missing out on major opportunities in the second half of the year.

The actions you take now will determine your success when federal spending ramps up later in 2025. Don’t let the opportunity slip away—schedule a complimentary consultation with a FedBiz Specialist at your convenience or call us at: (844) 628-8914

We’ll help you develop a winning strategy, connect with the right government buyers, and ensure you’re positioned for success in an increasingly competitive landscape.

It’s still Q2—act now and solidify the relationships that will drive your government contracting success in 2025 and beyond.