Why December is Actually the Best Time to Start Your Government Contracting Journey

Most small business owners think December is the worst time to start pursuing government contracts. They're wrong.

I've spent 20 years on the buyer side of procurement, I've planned solicitations, reviewed proposals, and managed vendor relationships through countless fiscal year cycles. Here's what I know that most consultants don't: December is actually one of the smartest times to position yourself for government contracting success.

The Myth of "After the Holidays"

Every December, I hear the same refrain: "I'll get my SAM.gov registration done after the holidays." Or "I'll start looking at RFPs in January when things pick back up."

That mindset costs you opportunities. Here's why.

Government Buyers Are Planning Right Now

While you're waiting until January, government procurement offices are doing something critical in December. They're planning their solicitation calendars for Q2 and Q3 of the fiscal year.

Federal agencies operate on an October 1st fiscal year. By December, they've completed Q1 spending and are mapping out major procurements for the spring and summer. State and local governments on calendar fiscal years are planning their second half. County and municipal buyers are reviewing which contracts need renewal before June 30th.

This planning phase is invisible to vendors. You won't see RFPs posted yet. But the decisions about what will be procured, when, and under what contract vehicles are happening right now in procurement offices across the country.

The SAM.gov Registration Reality

SAM.gov registration takes longer than you think.

The official guidance says 10 business days. In reality, count on 3-4 weeks, especially during high-volume periods.

If you start your registration on January 2nd, you're looking at late January or early February before you're fully active in the system. That means you'll miss the entire wave of Q2 solicitations that start posting in January and early February.

Start your registration in December, and you're active and ready when those opportunities hit the street.

Less Competition for Attention

December is slow for government contracting consultants and bid preparation firms. That means if you need help with your registration, capability statement, or market research, the experts actually have time for you.

In January and February, we're slammed. Every small business owner who made a New Year's resolution to pursue government work is calling at the same time. Response times stretch. Availability shrinks. Prices sometimes increase.

December? We have capacity. We can give you focused attention and faster turnaround.

The Psychology of Starting Strong

There's a psychological advantage to entering January with your foundation already built. While your competitors are just starting their SAM.gov registrations, you're already researching active solicitations. While they're figuring out NAICS codes, you're submitting capability statements to agencies.

You're three to four weeks ahead. In government contracting, that timing advantage is significant.

What to Actually Do This December

If you're serious about government contracting, here's your December action plan:

Start your SAM.gov registration this week. Don't wait. Get your DUNS number (now UEI), gather your tax documents, and begin the process. Yes, even if it's December 15th.

Research your target agencies and contract opportunities. Use December's slower pace to actually understand where your services fit in the government marketplace. Look at past awards. Study incumbent contractors. Identify the agencies that buy what you sell.

Draft your capability statement. This one-page document is critical for government marketing. December gives you time to craft it properly instead of rushing through it in January.

Set up your opportunity monitoring system. Whether that's a service like Total Optim Bid or your own manual process, establish how you'll find relevant RFPs before the January rush hits.

Connect with procurement offices. Many government buyers are at their desks in December, often with more time for informal vendor meetings than they'll have in the busy spring solicitation season. Use this time to introduce yourself.

The Bottom Line

Government contracting requires patience and preparation. December gives you both.

The businesses that win government contracts aren't the ones who wait for perfect timing. They're the ones who use available time strategically. December is available time.

While everyone else is telling themselves they'll start after the holidays, you can be building the foundation that leads to your first contract award in Q2 or Q3 of 2026.

That's why December is actually the best time to start your government contracting journey. The question is whether you'll use it or waste it.