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Define, Connect, Win: Positioning for FY26 Federal Contracting Growth
Define, Connect, Win: Positioning for FY26 Federal Contracting Growth
GovDash’s Sr. GTM Enablement Manager, Brittany Winkler, led a recent webinar that delivered practical steps contractors can take to strengthen capture programs and build a high-performing federal pipeline. This recap covers her most important insights and how they translate into action.
Federal contractors are entering a high-stakes period. Agencies are shifting priorities, major contract vehicles are consolidating, and compliance requirements are tightening. Contractors who start shaping their 2026 pipeline now will have a real advantage when major opportunities begin to move. The GovDash report, "Winning the 2026 Pipeline," provides a deeper analysis for BD and capture teams looking to get ahead of these shifts.
A Proven Framework for Federal Growth: Define, Connect, Win
Brittany structured the session around a simple process that keeps teams aligned. Define the landscape. Connect your capabilities to the right vehicles and partners. Win with a clear, defensible story.
1. Define: Understand Budget Shifts and Spending Trends
Contractors cannot position effectively without understanding where agencies are moving money. Brittany highlighted the importance of analyzing year-over-year changes, program investments, and early spending trends.
Key areas include:
Program expansion and contraction across agencies
First quarter spending trends
Funding signals through 2026
This level of insight guides resource allocation, targeting, and overall pipeline strategy.
Analyzing Agency Spending Trends
Brittany emphasized the value of thorough research.
"We'll examine fund shifts across agencies and subagencies, track program expansions and cuts, and compare to last year's data."
For contractors, this analysis identifies which missions are gaining funding and which opportunities are likely to produce results.
Strategic Positioning: Contract Vehicles and Compliance
Contract Vehicles as Federal Access Points
Contract vehicles set the boundaries for what contractors can pursue. Without proper coverage, firms miss the largest opportunities. Brittany called contract vehicles essential access points that determine which agencies contractors can effectively target.
Key Federal Contract Vehicles to Watch in 2024
OASIS+: It's shaping the future of federal professional services. The introduction of small business pools gives emerging firms a more direct path to competition. As Brittany explained,
"Any type of small business can now compete in their own pool, opening up new opportunities."
ALLIANT3 & SEWP VI: These vehicles are leading the next phase of IT modernization, data platforms, and AI-driven services.
POLARIS: It's becoming a strong vehicle for small business participation, especially for firms expanding into federal services for the first time.
Compliance: A Competitive Edge in Federal Contracting
Regulatory expectations are rising across agencies. The FAR rewrite, cybersecurity requirements, and CMMC 2.0 will directly impact contractor eligibility. This shift makes compliance a major differentiator.
For defense-focused firms, early CMMC 2.0 certification is crucial. Brittany noted,
"Higher compliance levels are now the price of admission. Early certification gives you the edge to compete effectively in 2026 and beyond."
Compliance cannot be a last-minute task. It must be integrated into capture planning from the beginning.
3. Win: Tactical Steps Federal Contractors Can Use Today
Brittany wrapped up the session with a clear set of actions that teams can implement immediately.
"This plan is ready for implementation today or next week. It provides a detailed narrative of your capabilities and why you're the best choice for the contract."
The roadmap helps firms strengthen proposal readiness, document past performance, and prepare pursuit packages for high-value opportunities.
Federal Contracting Trends Shaping 2026
Brittany highlighted several trends that will define the next phase of federal contracting.
1. Major Contract Vehicles Will Control the Market
By 2026, more than seventy percent of federal professional services obligations will run through major vehicles. Contractors must either secure direct positions or team strategically.
2. Small Business Gateways Are Expanding
Claris, OASIS+ small business pools, and targeted agency-specific vehicles are opening doors for emerging firms. Understanding recompetes and federal priorities is essential.
3. Regional Markets Are Becoming Growth Engines
Funding across states such as Texas, Florida, Pennsylvania, and California is increasing. These regions represent billions in annual federal obligations and offer strong entry points for contractors willing to diversify outside the Beltway.
Strategies for Federal Contracting Success
To remain competitive, contractors should focus on two key priorities.
1. Build Strategic Alliances
Partnerships with firms already positioned on key contract vehicles accelerate pursuit timelines and expand qualification coverage. For small businesses, joint ventures and mentor-protege agreements can significantly improve competitiveness.
2. Strengthen Your Capture Narrative
A compelling capture story must clearly connect your capabilities to agency missions and current funding. Claims without documented performance do not stand up in competitive evaluations.
Winning Proposals: Evidence Over Claims
Strong proposals require more than well-written content. They need credible data, documented results, and alignment with agency expectations.
Brittany captured this clearly.
"No guesses, no guesswork. You need to operate on hard facts, which I'll provide today."
The most competitive contractors use verified data, strong past performance, and compliance structures to support their proposals.
Key Takeaways
Brittany Winkler delivered a practical roadmap for contractors preparing for 2026. Her focus on data-driven planning, contract vehicle strategy, and compliance readiness gives firms a clear path to strengthen their pipeline and improve their competitive position.
Build Your 2026 Pipeline with Confidence
Want to see how GovDash helps top GovCon teams write faster, win more, and reduce evaluation risk? Book a demo today and start building more innovative proposals that win.
