A lot of small businesses new to government contracting assume Q4 is when the real action starts.
That is only partly true.
Yes, Q4 is the federal government’s busiest buying stretch because the federal fiscal year ends on September 30, and many annual appropriations must be obligated before that deadline. In plain English, agencies are under pressure to get valid requirements funded and awarded before the clock runs out. That year-end urgency is real, and it has been documented for decades in federal oversight and appropriations guidance.
But here is the part many newer contractors miss: by the time Q4 shows up, a lot of the serious positioning work is already done.
The contractors who get traction in July, August, and September are often the ones who started building visibility, shaping relationships, and tracking likely buys earlier. That is why Q3 is such an important window. In the federal calendar, Q3 runs from April through June, while Q4 runs from July through September. If you wait until Q4 to introduce yourself, learn the agency, or figure out where you fit, you are usually behind someone who did that homework in Q3.
Why Q4 becomes a rush in the first place
Federal buying does not become hectic at year-end because agencies suddenly get interested in vendors. It becomes hectic because budget execution has deadlines.
Most agencies operate with funding tied to the federal fiscal year. When money is available only for a fixed period, agencies generally must obligate it within that period or lose access to it for new needs. That is one of the biggest reasons you see a surge in buying activity as September approaches. Oversight sources have long shown heavier obligation activity late in the year, and current market analysis still tracks strong Q4 patterns across federal contracting.
That does not mean agencies are carelessly throwing money around in September.
It means program offices, contracting teams, and finance staff are trying to close out approved requirements, use available funds properly, and avoid leaving mission needs unresolved. Some awards are planned months in advance. Others accelerate because funding lands late, internal approvals take longer than expected, or year-end operating pressure forces decisions. Either way, the vendor who looks prepared, relevant, and easy to work with has an advantage.
That is good news for newer contractors, because it means Q4 success is not just about being the biggest or oldest company. It is often about showing up at the right time with the right message and being ready when the need becomes urgent.
Why Q3 is the smarter time to move
Think of Q3 as the setup period.
Program teams are refining needs. Forecasts are visible. Small business offices are active. Industry engagement events are happening. Contracting offices are still shaping acquisition strategies in many cases, which means there is still room to learn what matters, where your offer fits, and who is likely to buy. SBA specifically tells small businesses to review agency procurement forecasts, use federal spending systems to research opportunities, and contact agency small business offices. GSA’s Forecast of Contracting Opportunities tool and multiple agency forecast portals are built for exactly this kind of early positioning.
This is where the process feels less intimidating once you strip away the noise.
You do not need to know every regulation on day one. You do need to know which agencies buy what you sell, how they describe those needs, who supports small business engagement, and what signals point to an upcoming requirement. That is very manageable if you break it into steps.
What small contractors should do in Q3
Here are three practical moves that are worth doing now, especially if you want a real shot at Q4 business.
1. Build a shortlist of agencies before you chase opportunities
One of the most common mistakes new contractors make is trying to market to “the government” as if it were one buyer.
It is not.
A better move is to identify three to five agencies or sub-agencies that already buy what you sell. Start with agency procurement forecasts, SAM.gov opportunity notices, and federal spending data. SBA explicitly points contractors to procurement forecasts and agency small business offices, and SAM.gov is the official place to search contract opportunities, including pre-solicitations, solicitations, and award notices. USAspending is the official open data source for federal awards and is useful for seeing where money has already gone.
This is also why many FedBiz Access customers have turned to FedBiz365 for AI-powered insights that help surface relevant opportunities faster and break down solicitations into clear, easy go/no-go decisions.
Then ask simple questions.
Who buys this most often? Are they using small business set-asides? Is the work recurring? Are similar awards landing in Q4 each year?
That last question matters. If an office tends to buy a service every summer or every September, you want to know that before the next requirement appears.
2. Use OSDBU and industry engagement like a positioning tool, not a formality
A lot of newcomers hear “industry day” or “small business office” and assume it is optional networking fluff.
It is not.
GSA recently emphasized that industry days help agencies communicate mission needs and constraints clearly, and they help vendors respond with something more useful than generic sales language. SBA also points contractors toward agency small business offices as part of the path to winning work. Agencies such as DHS, USDA, and VA maintain active small business outreach resources, forecast tools, and engagement events specifically to connect vendors with upcoming needs.
So if you attend an event in Q3, do not treat it like a box to check.
Show up with a tight capability statement, a clear description of the problem you solve, and one or two relevant examples. Afterward, send a short follow-up that references the agency’s actual mission or requirement theme. That makes you easier to remember when acquisition activity heats up later.
3. Prepare a “fast response” package before Q4 chaos starts
This is the tactic many small firms skip, and it costs them.
Create a simple internal package now so you are not scrambling later. That package should include an up-to-date capability statement, past performance examples, NAICS codes, differentiators, certifications, pricing assumptions where appropriate, and a short response template for RFIs, sources sought notices, and capability briefing requests.
Why does this matter?
Because Q4 often compresses timelines. Contract opportunities can move quickly, and pre-solicitation notices on SAM.gov can turn into active solicitations faster than a new contractor expects. If your materials are still being rewritten while a competitor is already answering the requirement, you lose momentum before the race starts.
A reality check for first-time contractors
None of this means Q4 is easy money.
Federal buyers still care about fit, compliance, price, past performance, and procurement rules. Small business goals help create opportunity, but they do not replace readiness. The government-wide small business prime contracting goal remains 23%, with additional goals for several socioeconomic categories, which is encouraging for qualified firms, but agencies still need vendors that can perform.
That is why the smartest mindset for Q3 is not “How do I sell harder?”
It is “How do I become easier to buy from by the time Q4 gets busy?”
That means understanding your target agencies, speaking in their language, watching the right signals, and being ready to respond when an opportunity becomes real.
For a new contractor, that is a much less intimidating way to look at the market.
You are not trying to master the whole federal system overnight. You are building a focused position with the buyers most likely to need you.
The takeaway
Q4 may be the spending rush, but Q3 is where a lot of the advantage gets created.
If you use Q3 to identify likely buyers, study forecasted requirements, engage small business offices, attend relevant industry events, and tighten your response materials, you put yourself in a much stronger place when year-end buying accelerates.
And that matters, because by the time many contractors wake up to Q4, the better-prepared firms are already in the conversation.
If you want to be ready for Q4, now is the time to act.
Call today at 844-628-8914 or schedule a call to make sure your business is positioned before the year-end rush hits. FedBiz Access can help you connect with the right government buyers, strengthen your positioning, and get your business ready for the busiest federal buying period of the year.
And if you want better visibility into what is coming, FedBiz365 gives contractors three major advantages: it helps you locate the right opportunities, break down solicitations in seconds so you can make faster go or no-go decisions, and find government buyer contact information so your outreach is aimed at the right people from the start.
Use Q3 wisely, and Q4 can look a whole lot different.
Ashley Futral is exceptionally helpful, knowledgeable, and a pleasure to collaborate with. Her efficiency and swift communication have been invaluable, and I greatly appreciate her guidance throughout the process.
Jacqueline Winter
7 days ago
FedBiz makes renewals so easy and simple which is great as when doing it directly with the gov't is so much more complicated! It was great working with Ashley Futral on on our latest renewal - she saved me so much time! She also helped sort out issues that came up with SAM that I don't think we could have solved on our own. Thank you!
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Tara Goldsby
3 weeks ago
Ashley Futral was extremely helpful with renewing our sam.gov entity registration. She was always prompt with responding to emails and made the process go smoothly.
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Chris Ramey
4 weeks ago
Ashley is on another level!!! Very knowledgeable and helpful. Great to work with year over year!! Thumbs Up!!!!!!!
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Jay Reyes
4 weeks ago
Ashley Futral and the team at FedBiz Access provided outstanding support throughout my certification process. As the owner of a disabled veteran-owned logistics company, navigating the requirements can be complex—but Ashley made it seamless. Her professionalism, responsiveness, and deep knowledge of the process helped position my company for success in the government contracting space. Highly recommended for any business looking to grow strategically.
Torland Wingfield
1 month ago
I had the pleasure of working with FedBiz on my SBA Disabled Veteran Owned Company Certification. Ashley was simply amazing, using her knowledge and professional approach to get the job done. She checked on me constantly providing weekly updates and worked all issues that came up during the process. I even received a call from her when the certification was approved. This is a great company that I give my strongest recommendation.
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Ice King LLC
1 month ago
Elizabeth Whitaker made our SAM renewal process quick and easy! We enjoyed working with her and the entire FedBiz Team. They have been great folks to work with and took sooooo much drama out of the process. Quick to respond to all our questions and we truly feel they want our business to succeed. Highly recommend !!!
John Foster
1 month ago
Mya was great with communications throughout the project. She has outstanding graphics and document creation ability.
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Heridel Guadarrama
2 months ago
thanks Cassie for everything !!
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Jim Dragon
2 months ago
While working with FedBiz Access to update our cage code was an extremely easy worry-free process. Elizabeth was great to work with.
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Jon Urban
2 months ago
2025/2026 UPDATE: Cassie and her team at FedBizAccess continue to provide us with professional and reliable support for SAM registration and other government contracting needs.
2024 UPDATE: We continue to rely on FedBizAccess to help us stay on top of our SAM registration. Thanks again for making this an easy process for us, Cassie!
Original Review: We hired FedBizAccess several years ago to help us manage our federal contractor profile through the SAM database. Throughout the years they have been quick to respond to our requests. The past few years more of our focus has been outside the federal contracting arena and we hadn’t required their help. This year, though, we hit a snag renewing our SAM profile since we had a slight change in our company name. We reached out to FBA for help, and Cassie Elbanay responded immediately. She has been critical in helping us navigate the process. She is very knowledgeable, personable, and an overall professional. We are confident work will be done correctly and successfully when Cassie and her team are on the case. It has been a pleasure working with her, and I look forward to continuing our firm’s partnership with her and her team at FBA.
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Alfonso Betts
2 months ago
Cassie Elbanay at FedBizAccess was extremely helpful in resolving my issue in SAM. Her knowledge and expertise with the SAM system made the process smooth and efficient—it was handled within minutes. It’s truly a pleasure working with such a knowledgeable and responsive team at FedBizAccess. I greatly appreciate the support and professionalism.
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Milissa Fowler
2 months ago
Cassie Elbanay was extremely valuable and I could not ask for an easier process. The amount of time and frustration she saved me was priceless. Amazing!
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Joyce Kamau
2 months ago
Working with Cassie at FedBiz on our SAM registration renewal was a great experience. She was patient, thorough, and proactive in addressing potential issues before submission. Cassie expertise helped us avoid delays and ensured our registration was completed efficiently. Cassie is not only highly competent but also wonderful to work with throughout the process.
Response from the owner:Thank you for the detailed account of your great experience with the FedBiz Access team specialist and thank you for your repeat business. We value your feedback and strive to maintain this proactive approach for best and consistent results. We appreciate your recognition.
Brennan Champion
2 months ago
Cassie Elbanay and the FedBiz Access team were exceptional throughout our SAM registration process. Cassie went above and beyond at every step, providing clear guidance that made what can be a complex process feel straightforward. We would absolutely recommend Cassie and FedBiz Access to anyone navigating SAM registrations.
Response from the owner:Our pleasure to be of service year after year. We appreciate your feedback and recognition for the FedBiz Access team and consultant and look forward to continue providing exceptional service and clear guidance.
Thomas Esposito
3 months ago
I had the pleasure of working with Mya, she brought my vision to life and we could not be happier with her work.
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Tamarah
3 months ago
I had a positive experience working with FedBiz and appreciated the guidance and communication provided during the process. Sidney was responsive and supportive, and I’m grateful for the assistance and encouragement along the way.
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Cami Allen
3 months ago
Ashley was super helpful, professional and timely. The support we receive from FebBiz Access is so helpful in helping us keep current and updated in a sometimes difficult to navigate government world.
Chris Merrill
4 months ago
Cassie and Fedbiz were incredibly helpful, knowledgeable, and responsive throughout the entire process from our initial inquiry through the submission. They made the renewal process easy and fast for us to get through.
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Jeff Lindsey
4 months ago
I've been working with FedBiz Access for years now. Cassie does a wonderful job of making the process easy and quick. She is the best! Thanks, Cassie!!
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Tommy Bohler
4 months ago
Cassie was very helpful throughout the whole renewal process with our municipality and also followed up with assistance on a change in our bank accounts. She was super responsive and took care of our problem almost immediately.
Response from the owner:Our pleasure to provide efficient and valuable guidance as needed. Looking forward to maintaing this level of service at your direction. Thank you for your five star feedback for our team.
John Anderson
4 months ago
Mya did a great job. We completed the capabilities statement in two attempts. On the second attempt, I provided her with some of our pictures, and she embedded them in our statement.
Response from the owner:Our pleasure to assist and create a compelling and appealing visual representation of your govcon capabilities. Thank you for the opportunity to be of service.
Rifles Only
5 months ago
Cassie made renewing our SAMS registration quick and efficient, and maintained great communication with us.
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arnoldo renteria
5 months ago
This team is highly professional and truly knows how to get things done. I am very pleased to have achieved my objective thanks to their support.
Response from the owner:Thank you for your business and this five star google review for the FedBiz Access team; looking forward to continuing working with your objectives and goals for government contracting success.
Harold Quinones
5 months ago
Very easy to work with, knowledgeable, and absolutely handled on your behalf. Recommended.
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George Boza
5 months ago
Mrs. Elbanay continues to be consistently efficient and proficient concerning all all SAM matters. We have worked with her for several years and always go back to her with any SAM or government agency matters. She is pleasant person who listens and resolves any situation and/or subject brought to her attention. Summarizing, she is second to none and we look great forward to working her again.
Once again we have the opportunity to work with Cassie Elbany and as expected she surpassed our expectation with her efficient and professional approach and completion of our new registration. It becuase of Cassie above average support that we work with FEDBIZACCESS and will continue to do so.
Response from the owner:We appreciate the opportunity to continue being of service, as needed, from registration to award. Thank you for your repeat business and your positive feedback for our Fed Biz Access government contracting, dedicated team member.
Julia Perez
5 months ago
SAM Register (Fedbizz Access) has been a great help every step of the way, Thank you Cassie E. for updating me and checking up on the process every step of the way. You have been a great help.
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cathy deLeon
5 months ago
Ashley was very helpful as always! Easy to register with FedBiz. Ashley took care of our address cheange fast and efficiently. Thank you!
Response from the owner:Thank you; We appreciate your repeat business and opportunity for FedBiz Access professionals to assist with your government contracting needs.
Meghan Ruth
5 months ago
Cassie has been amazing!!
She is so helpful and such a breeze to work with. I always look forward to talking with her.
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Jessica Sumner
5 months ago
Cassie assisted in making our SAM renewal fast and EASY!!
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Joe Rementer
6 months ago
Cassie was patient and professional in updating my FedBiz account information.
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Warren Gatson
6 months ago
Fedbiz has been the needle in the Haystack! Frank Krebs became Executive Service Contractor's mentor with the information and resources , his professional and friendly approach ESC were awarded a contract with the City of Chapel Hill! Its was a Darn Good Investment!!!
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Shedrick Amin
6 months ago
I recently had the pleasure of working with Fed Bizz Access to renew my SAM.gov registration, and I cannot speak highly enough of the exceptional service I received. From the outset, the process was streamlined, efficient, and handled with the utmost professionalism.
Cassie Elbanay, in particular, was instrumental in guiding me through the renewal process. Her expertise, responsiveness, and attention to detail were evident at every step. She not only addressed my concerns promptly but also crafted a tailored solution that ensured my account was renewed accurately and on time.
What stood out most was Cassie’s proactive approach she anticipated potential issues before they arose and provided clear, actionable guidance that made the entire experience stress-free. Her commitment to client success and her deep understanding of federal registration requirements truly set her apart.
I highly recommend Fed Bizz Access, and especially Cassie Elbanay, to any organization or individual seeking reliable, knowledgeable support with SAM.gov registration or renewal. Their service is a model of excellence in government contracting support.
Response from the owner:We love "Their Service is a model of excellence in government contracting support". Thank you very much for your valued recommendation for the FedBiz Access Team and specialist. We also appreciate your time and effort in leaving us this detailed five star Google review outlining your experience every step of the way, and recognizing the dedication and expertise provided. Our ultimate goal is our client's satisfaction. Thank you.
Jay Reyes
6 months ago
⭐️⭐️⭐️⭐️⭐️ Outstanding Service & World-Class Expertise
Working with Mya Plant at FedBiz has been nothing short of exceptional. From start to finish, Mya demonstrated professionalism, attention to detail, and a true passion for helping small businesses shine.
She crafted a powerful and polished capability statement for my company, Nonstop Delivery & Logistics, capturing our mission, strengths, and federal value proposition perfectly. She didn’t just design a document — she built a brand asset that commands attention and credibility in the government contracting space.
In addition, the company video she produced was absolutely outstanding. It tells our story with clarity, emotion, and professionalism, truly reflecting who we are as a veteran-owned medical logistics provider. The quality, creativity, and messaging exceeded my expectations.
Mya didn’t just deliver — she partnered with us. She listened, guided, and ensured every detail was perfect. Her expertise in federal contracting marketing is unmatched, and I highly recommend her to any business looking to elevate their image and position themselves for government success.
Thank you, Mya — your work plays a crucial role in our continued growth and mission.
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Terrell Scott
6 months ago
Cassie did a very amazing job with would recommend her services
Response from the owner:Looking forward to providing continued service support and success with your government contracting needs. Thank you for this five star google review for the FedBiz Access team and specialist.
Leon Carr
6 months ago
Cassie Elbanay is a consistent and diligent professional when it comes to my business renewal for SAMS!
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Apar Fones
6 months ago
Ashley Futural was a lot of help finishing the process to get registered. She was very knowledgeable and answered any questions I had.
Response from the owner:Thank you for your loyalty to the FedBiz Access team. Our pleasure to be of service year after year. We appreciate your business and five star feedback for our FedBiz Access team consultant.
John Diaz
6 months ago
Ashley is very knowledgeable and works very efficiently in the renewal of our SAM registration. Highly recommend her and her organization, FEDBIZACCESS.
Response from the owner:Thank you for your recommendation and five star google review for the FedBiz Access team and specialist. Our pleasure to assist! Thank you for your business and your feedback.
LaToya Greene
6 months ago
Ashley Futral is very helpful and knowledgeable. She replies to my emails promptly when I have any questions throughout the year. I appreciate her professionalism and customer service.
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Donovan Wright
6 months ago
Very professional and effective service oriented organization and Team guaranteeing the best outcome.
Response from the owner:Congratulatons on your recently awarded certification! Thank you for your service and the opportunity to assist with your government contracting goals!
Debbie Goodin
6 months ago
Ashley Futral is our go-to person for all our Fed Biz needs and questions. We trust her knowledge 100%!
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Heather Kristoffersen
6 months ago
Ashley is amazing. She is always willing to help me walk through the whole process and answer any questions I have along the way!
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Anthony Padro
6 months ago
Let me tell you — government paperwork is no joke. I went into this SDVOSB certification process fully expecting to lose at least 3 brain cells and my will to live somewhere between page 47 and form 18B. Then came Ashley. Like an angel with a headset, she swooped in and somehow made sense of it all. I swear, this woman could turn a mountain of government forms into a walk in the park.
She’s fast, sharp, and somehow manages to make federal forms almost fun (that’s saying something). Ashley deserves a medal — or at least an unlimited coffee subscription. Thanks to her, my Service-Disabled Veteran-Owned Small Business certification is squared away, and my sanity remains (mostly) intact.
If you’re a veteran business owner trying to navigate this maze, do yourself a favor — call Ashley. She’s a lifesaver with a sense of humor and the patience of a saint.
Response from the owner:its one thing to be enjoying our work; but you've also made reading our reviews extra fun! Thank you for your business but most importantly, thank you for taking the time, energy, and humorous creativity to describe your five star experience with our rockstar FedBiz Access team specialist. Very much appreciated!
Clinton Nguyen
6 months ago
I just wanted to take a moment to express how grateful I am for Cecelia's incredible support throughout the WOSB certification process. Cecelia, at FedBiz, has been absolutely wonderful to work with. Her professionalism, efficiency, and kindness have made a significant difference. She's been instrumental in guiding us through each step, ensuring that we understand and meet all requirements. Cecelia's dedication and hard work have truly made the process smoother and more manageable for us. I can't thank her enough for all the help she has provided.
Response from the owner:Congratulations on your recently awarded WBE/WOSB Government Certification. Thank you for allowing us the opportunity to assist in that process and thank you for your positive and detailed feedback on our team member. We very much appreciate your business and this five star Google review for our FedBiz Access team.
https://i0.wp.com/fedbizaccess.com/wp-content/uploads/2026/03/q3-for-q4-government-contracting.jpg?fit=1344%2C896&ssl=18961344fedbizadminhttps://fedbizaccess.com/wp-content/uploads/2023/04/fedbizaccess-website-logo.pngfedbizadmin2026-03-30 20:50:132026-03-30 20:50:15Why Q3 Is the Real Start of Q4 in Government Contracting
