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End-of-Fiscal-Year Opportunities: How to Capitalize on 'Use It or Lose It' Spending

Writer's picture: Marline PaulMarline Paul



As the federal fiscal year draws to a close on September 30th, a unique opportunity emerges for minority-owned businesses in the government contracting space. This period, often called the "use it or lose it" season, can be a goldmine for prepared contractors. But what exactly is this phenomenon, and how can your business benefit?


What is 'Use It or Lose It' Spending?


Federal agencies often find themselves with unspent funds as the fiscal year ends. Rather than return this money to the Treasury, they aim to spend it quickly on necessary goods and services. This results in a flurry of contract awards in the final weeks of September.


Why is This Important for Minority-Owned Businesses?


For minority-owned small businesses, this spending spree can be a game-changer. Many of these last-minute contracts fall under simplified acquisition procedures, making them more accessible to smaller firms. Moreover, set-aside programs for minority-owned businesses remain in effect, potentially giving you a competitive edge.


Practical Steps to Prepare:


Update Your Registrations

  • Ensure your SAM.gov registration is current

  • Verify your NAICS codes are accurate and comprehensive

  • Double-check your small business and socioeconomic certifications


Refine Your Capability Statement

  • Highlight your unique strengths and past performance

  • Tailor versions for different agencies or contract types

  • Keep it concise, clear, and visually appealing


Research and Target Agencies

  • Use USAspending.gov to identify agencies with available funds

  • Focus on agencies that typically have end-of-year surpluses

  • Align your services with agency needs and priorities


Build and Leverage Relationships

  • Reach out to contracting officers you've worked with before

  • Attend industry days and networking events, even virtual ones

  • Consider teaming with complementary businesses for larger contracts


Streamline Your Response Process

  • Prepare template proposals that can be quickly customized

  • Assemble a rapid response team for last-minute opportunities

  • Set up alerts for relevant contract opportunities on SAM.gov


Offer Solutions to Common Agency Challenges

  • IT upgrades and cybersecurity enhancements are often in demand

  • Training and professional development services are popular

  • Maintenance and repair services may be needed before year-end


Be Flexible and Responsive

  • Be prepared to adjust your pricing for the competitive edge

  • Respond to inquiries promptly, even outside of business hours

  • Be ready to start work quickly if awarded a contract


Key Takeaways:


  1. Preparation is Crucial: The more groundwork you lay throughout the year, the better positioned you'll be for year-end opportunities.

  2. Speed Matters: In the final weeks of the fiscal year, agencies need quick solutions. Your ability to respond rapidly can set you apart.

  3. Relationships are Key: Building and maintaining relationships with contracting officers and prime contractors can lead to last-minute opportunities.

  4. Stay Informed: Keep abreast of agency budgets, spending patterns, and priorities to align your offerings effectively.

  5. Quality Still Counts: While speed is important, don't sacrifice the quality of your proposals. Agencies still need reliable, capable contractors.


As Latasha Brooks, "The end-of-year sprint isn't just about quick wins. It's about positioning your business for long-term success in the federal marketplace."


Are you ready to seize the 'use it or lose it' opportunity? With these practical steps and insights, your minority-owned business could be the solution federal agencies are searching for as the fiscal year closes.


Remember, in the world of government contracting, opportunity favors the prepared. Start your preparations today, and you might just find yourself celebrating a successful contract win as the new fiscal year begins.



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