The Easiest Federal Contract to Win
If you’re staring down Q4 and your pipeline feels thin, you’re not alone.
Federal buyers are under pressure. End-of-year funds are real. But the contractors who win them? They’re often the ones who’ve been there before.
The next contract you win might not come from a brand-new agency. It might come from a former client — someone who’s already bought from you, already knows what you deliver, and just needs a reason to pick up the phone.
And that’s what this article is all about:
- How to reconnect
- How to rebuild
And how to referral-ize your past performance into Q4 wins
Why Now Is the Time to Reach Back
Between June and September, contracting officers go from “not ready yet” to “hurry up and help me obligate this money.”
What they don’t have time for:
- Getting to know new vendors
- Wading through 30-page proposals
- Taking unnecessary risks
What they do want:
- Fast, reliable, low-risk purchases
- People they can count on
- Trusted recommendations from colleagues
That makes you the ideal Q4 vendor — if you’re visible, helpful, and top of mind.
Start With People Who Already Know You
Your first move? Mine your own past.
Ask yourself:
- Who have we delivered great results for in the last 2 years?
- Who paid us on time?
- Who came back for more?
- Who gave us good feedback, even if the project was small?
Those are your warmest leads.
📌 Pro tip: Even if your main point of contact has moved on, someone else probably remembers you. Look up that agency’s org chart or LinkedIn roster and start fresh.
What to Say When You Reach Out
Feeling awkward? That’s normal. Here’s the mindset shift:
You’re not begging. You’re not failing. You’re not desperate.
You’re growing.
Say this:
“Our company is growing, and we’re looking for new projects.”
Exciting, right?
Then keep going:
“If you were me, who would you be talking to? Who do you know who would appreciate the kind of superlative experience and exceptional results we’ve had working together? Would you introduce me?”
Write it down. Practice it. Say it with confidence.
Want All 50 Tactics?
Download the Q4 GovCon Growth Guide for outreach scripts, referral prompts, and micro-purchase ideas.
Real Story, Real Results — From $10K to $1M
Jennifer Rhodes, VP of Business Development at Tagence, had just completed a $10,000 task order for the Office of the Secretary of Defense.
Instead of walking away, she asked: “Who else needs what we do?”
That one question got her introduced to another buyer. That led to a whiteboard session. That led to a contract. And that contract? It expanded to nearly $1 million in just 8 weeks.
👉 Want the full story? Read the detailed case breakdown >>MORE
Ask for Referrals — The Right Way
Referrals in the Federal market aren’t about gift baskets (they can’t be!) or big asks. They’re about being helpful, professional, and intentional.
Here’s what to say:
“We’ve really valued working with you. Is there anyone else you know — in your agency or beyond — who might benefit from the kind of support we provided for your team?”
Alternate version:
“I’m doing outreach this month and looking to connect with others who face similar challenges. If you were in my shoes, who would you talk to?”
Not Everyone Can Give a Testimonial — But You Can Still Win
If your Federal buyer can’t offer a referral or an introduction, ask them this:
“Would you be willing to refer me more generally — like ‘a vendor who’s been easy to work with and delivered on time’?”
If not, consider whether a commercial client could offer a video quote or LinkedIn recommendation instead — especially if they’re in a similar field.
Got more corporate experience than Federal past performance? No problem! Check out our pro tips for How Commercial Experience Can Jumpstart Federal Wins
Want Help Starting The Conversation?
Tuesday June 24, noon – 1 pm ET, join me and Kevin Jans — former Contracting Officer and host of the Contracting Officer’s Podcast — for a complimentary live webinar:
🎙️ How to Talk to Contracting Officers – Even In Times Of Dynamic Change!
We’ll show you how to have the right Q4 conversations, ask better questions, and become the vendor they remember. Everyone who registers gets a link to the recording…but you’ll want to come live and get answers to your questions in real time🔗 Register here
7 Pro Prep Steps
📌 Make your shortlist. Think of 3–5 clients or teaming partners who’ve had a great experience with you in the last 12–24 months. They’re your best advocates.
💡Consider the top challenges that they, and people they know, might be grappling with. Prepare for your call by thinking about three small ideas (and not necessarily paid services, just practical tips) you can have at the ready, if the right point comes in the conversation, that match their responsibilities and situation and make their lives easier right now.
🥰 Smile when you call (even if you’re leaving voicemail)! They can hear it in your voice. Remember: these are people who like you. Even though we’re in turbulent, fast-changing, times in the Federal market, your call will be a bright spot in their day.
📳 Call, don’t just email. Calling can feel hard. You can do this: be brave. Have an email ready to send right after the voicemail you fully expect to leave. This is what we call the “doubletap” technique. Prepare for polite persistence: draft points for at least the first two of what may be three to five voicemail/email pairs so you can call through your list and not get slowed down writing follow up emails.
❤️🩹 Start with them. Ask, “How are things going on your end?” before you bring up new business. These are people you know and care about. Don’t be in a rush. Prime yourself to just listen, and respond with empathy. Don’t be in a hurry to offer those fixes. If the right opening comes, you can begin, “I’ve been thinking: here’s how I can help you…”
📜Then use your script – the one you just practiced! – to ask for referrals.
📌 Give them something to say. If they’re willing, make it easy for them to introduce you. Offer some draft referral text they can copy and edit if they want to make an introduction by email. “We loved working with [your company]. They delivered on time, on target, and solved the problem.”
Don’t Forget The Thank-You Letter!
One of the most powerful — and underused — tools in your arsenal?
✉️ A real thank-you letter.
Send one to your Contracting Officer’s supervisor. Or to the program office lead. Be specific. Tell them what their team did that made your job easier, your impact stronger, or your work more meaningful.
💡 Want to keep it ethical and FAR-compliant?
👉 What You Can Give Your Federal Buyer: 5 Thoughtful (and Totally Legal) Gifts
Ready to Reconnect? Here’s Where to Start.
✅ Make your “past buyers” list — who’s worth reaching back to?
✅ Schedule time to make 3 calls this week — even if you leave voicemails
✅ Practice your ask — “We’re growing and looking for new projects…”
✅ Write 1 thank-you letter — handwritten, mailed, real
Need help putting this into action?
Get expert support on which buyers to reconnect with, what to say, and how to position for referrals.
📞 Book a free Federal Business Breakthrough Call In 30 minutes, you’ll walk away with at least 3 smart moves to unlock Q4 wins.
Final Thought: Your Past Can Open Your Next Door
The contracts you’ve already won may be the best bridge to what’s next.
Reconnect with people who already trust you. Ask for introductions. Show up with confidence.
Because Q4 success doesn’t start with a proposal.
It starts with a conversation.