5 Ways to Be Successful in Selling to the Federal Government in Q4

July 13, 2025 | Government

Federal procurement has went through a lot of change this year. Some folks I know say that Q4 won’t be like it normally is. Others say it will be bigger. Regardless, here’s how we make the most of Q4.

Here are five essential moves to be successful in Q4 federal sales:

1. Target High-Probability Buyers
   Don’t waste time emailing 300 people hoping one replies. Figure out who buys what you sell. Use tools like SAM, FPDS, USAspending, or even a well-placed Google search for agency directories. The best Q4 wins come from knowing exactly who to talk to.
2. Organize and Prioritize Your List
   It’s not enough to have names in an email folder or on sticky notes. Build a real list – spreadsheet or CRM – of contracting officers and specialists who have purchased before. Prioritize them based on past responsiveness, fit, and agency budget cycles. If you’re not sure who’s most important, focus on those with open, active buying needs.
3. Communicate Your Value Clearly
   Stop leading with your set-aside. Buyers don’t care that you’re an SDVOSB if you can’t show you’re qualified. Focus on real differentiators: past performance, number of units sold, agency experience. Make sure every email, call, or capability statement spells out why you’re the right choice.
4. Offer Multiple Acquisition Options
   Help your buyers spend their money quickly. Simplified Acquisition, P-Card, BPAs, sole-source options, your GSA schedule – all of these make their jobs easier. If they need to obligate funds in a hurry, be the vendor who already knows the paths to do it.
5. Stay Present and Follow Up
   Q4 is frantic. Buyers are fielding hundreds of emails and calls. One email blast won’t cut it. Plan multiple touch points – personalized emails, calls, even LinkedIn messages. Be the name they remember when they find out they have leftover funding they need to obligate today. Also make sure your contact info allows them to get a hold of you up to the last minute. Pick up the phone. Don’t let it go to voicemail.

We’re not sure how Q4 will look quite yet, but we do know that it’s never too early to start a sales strategy and make your Q4 blitz the beginning of your FY26 sales strategy.

If you like what you see in this article and are ready to get to work on increasing your product sales margins, click here to schedule a call with me. Let’s put together a plan that works

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