July 1 marks the start of the fourth and final quarter of the federal fiscal year, which ends on September 30. Contractors often talk about the quarter as one long rush, but the three months tend to feel different from one another. Knowing what is usually happening inside contracting offices in each month helps a firm decide where to spend its limited time. Patterns vary by agency, office and type of funding, so treat this as a general guide rather than a schedule.
July: packages become solicitations
Much of the planning work agencies did in the spring turns into action in July. Requirements whose packages are complete, with statements of work, cost estimates, market research and funding documents in place, move into solicitation. Requests for quotations appear on SAM.gov and on vehicle portals such as GSA eBuy, and task order requests go out under multiple-award contracts. Response windows begin to shorten.
July is also when many offices settle which requirements can realistically be awarded before the year ends and which will slip into the next fiscal year. Those decisions are internal, but their effects are visible. A sources sought notice that appears in July may be market research for a requirement planned for next year rather than this one.
- Confirm who on your team watches each portal every business day.
- Qualify opportunities quickly and decline the ones that do not fit.
- Answer sources sought notices, including those aimed at next year.
August: evaluations, awards and thin staffing
In August, solicitations issued earlier in the summer reach evaluation, and awards on simpler actions begin to arrive. Contracting staff are juggling evaluations, new requests and, like everyone else, summer leave. Answers to questions can take longer, and amendments may extend or adjust deadlines. Award notices on competitive requirements may be followed by debriefings and, sometimes, protests, which can push back performance start dates.
For contractors, August is a month of discipline. Several responses may be due in the same week, and the temptation is to bid on everything. Firms tend to do better pursuing fewer opportunities with complete, compliant responses than many with rushed ones.
September: obligations before the deadline
September is when remaining annual funds are put on contract. Much of the activity flows through channels that can move quickly: orders under existing contracts and schedules, modifications that add funding or exercise options, and simplified purchases. Requests with response times measured in days are common, and awards may arrive in the final days of the month, sometimes with performance starting on or after October 1.
Because internal cutoff dates for new competitive requirements have usually passed by September, the month favors firms that already hold vehicles or contracts and have their paperwork in order. If you are an incumbent, watch for funding modifications and option actions. If you are not, focus on fast-turn requests that match your existing capabilities exactly.
October: the quarter’s long tail
The quarter’s effects continue after September 30. Contracts awarded late in the year begin performance, first invoices go out and kickoff meetings are scheduled. The new fiscal year may open under a continuing resolution, which can slow new awards for a time. October is also the right moment for a short review: which requests did you see, which did you answer, and why did you win or lose? That record becomes the starting point for next year’s plan.
The fourth quarter rewards firms that are ready before it begins and selective while it lasts. Current notices are posted at sam.gov, and the regulations that govern each type of buy are at acquisition.gov.