The biggest Federal Government buying season for products is upon us.  Unlike professional services with a long development lead time, product vendors face high demand and short turnaround times for the next month or so. July through September is the Fourth Quarter and buying season. Government buyers are awarding more purchase orders in August and September than any other time of year!

As you may know, Federal agencies begin the fiscal year (which starts October 1) with a “bucket” of money to spend on procurements. If the agency does not spend all of the allocated money by the end of the fiscal year on September 30, it could lose that funding in the new fiscal year. This means that Federal buyers must “use it or lose it.” This presents you with an opportunity to boost sales of your products. Not surprisingly, more than 30 percent of all sales to Federal customers through multiple award contracts (such as GSA Schedules) take place during the months of July, August and September.

How to make the most of this Government buying season

  1. If you are a GSA Schedule holder, you may find this the ideal time to provide a Temporary Price Reduction for your products, not only does this constitute an end-of-year sale for your products, GSA Advantage marks the “sales” items with a banner, that will help direct Federal buyers to your products.
  2. Get in touch with your previous clients to find out their end-of-year needs and requirements and how you can fill them more quickly and economically than the competition.
  3. Watch RFQ postings at least daily. Whether you are watching FBO, FedBid, eBuy or other sites where opportunities are posted, you will find items posted throughout the day this time of year.
  4. The end of the fiscal year is also the Government buyers’ last chance to meet their Congressionally mandated Small Business goals. So, if you are a Small Business part of your end-of-year appeal is to help agencies meet their socioeconomic goals.

Ideally, government buyers you prospected in months past understand what you offer and are requesting quotes for your products.  If not, it’s not too late, but it takes time and effort. At Coley, we provide clients a critical path to help understand and have a clear vision on what contracting vehicle and opportunities should be pursued for the specific contractor offerings so they are positioned to competitively compete by the time the 4th quarter arrives.

Happy hunting!  Next month, we will talk to you about the steps to take to enter the new Federal fiscal year ready to sell.

For more information about services that help accelerate and sustain contract success, feel free to contact us at [email protected] or call 210.402.6766.

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