Because of a use-it-or-lose-it process, the federal 4 th quarter tends to see great spikes in purchases.  The 1 st quarter can tend to be slow due to budgets being approved ("Continuing Resolution"). The Green Buzz Agency Blog provides insight for Marketing Decision Makers and other fun people We are the leader in corporate, web, and online video production services in Washington DC, Boston, Philadelphia, and NYC! The HOW The government is a slow buyer.  They tend to be risk-adverse.  Anything you can do to make the buying process easier for them, the more likely they are to buy from you.  The government can purchase using p-cards (procurement cards) most of which have spending limits at $3k.  They can purchase directly from you using a competitive bid system, sole sourcing your solution &/or through contract vehicles such as the GSA Schedule, the VA Schedule, etc.  These contract vehicles usually have completed the vetting process and established your "best" pricing upfront, thus eliminating paperwork and time on the buyers side. The WHY The government tends to be reactive rather than proactive and this is a simple fact.  Most of what they buy is in response to a crisis or great need and these are usually the high-dollar purchases.  For example, as a reaction to 9/11, there was a tremendous increase in the government purchasing security systems -- products and services.  All agencies have a website stating their mission.  Using this available data to conduct research and understanding your customer will help