On March 15, 2025, President Trump signed a full-year Continuing Resolution (CR) into law for Fiscal Year (FY) 2025, a move that significantly impacts various sectors, including technology companies. This legislation funds the government at FY24 enacted levels through September 30, 2025, accompanied by notable increases in defense spending and reductions in non-defense allocations. For technology companies working with or adjacent to government programs, this CR brings both opportunities and challenges.

A question we at Marion Square get asked often is “when can I expect my first Government sale to close?”. This answer to this question has many ‘depends on’ factors, but overall, the realistic expectation to closing your first Government sale could be anywhere from 6-18 months (or more) once you’ve executed your sales plan. The Federal sales process is more complex than the commercial sales process, leading to a longer closing timeframe.

At Marion Square, we rely on market research to point our clients in the right direction for funding, with the ultimate goal of creating a healthy and solid pipeline. Each year, the Federal Government releases their budget request for the following fiscal year in March (FY25’s budget requests were just released this past March) – while there is still some time before it gets passed, it’s important to review the budget to identify where agencies are planning on spending their money to create a successful Federal Go To Market.

Our clients are always looking for new ways to get in front of potential Government customers and meeting new teaming partners. One of our primary recommendations is to participate in Government hosted Industry Days. Industry Days are typically held by a specific Program Management Office (PMO) soliciting and gathering vital information for an upcoming Request for Proposal (RFP).