The 2025 Air Force Contracting Summit in Orlando brought together a wide mix of government agencies, industry leaders, and small businesses. While the Air Force was the anchor, the conversations stretched across nearly every corner of the federal contracting space. From the floor to the matchmaking sessions, the theme was clear: change is happening, and contractors are working hard to keep up.

With procurement reforms underway and agency priorities shifting, businesses are rethinking how they compete. The summit’s general sessions, exhibit hall conversations, and one-on-one meetings all pointed to the same thing: contractors want clarity, readiness, and real guidance.

Why we attended

USFCR exhibited at the event to connect directly with clients and listen to the challenges they're facing in real time. These events offer more than scheduled sessions. They give us insight into what businesses are doing right, where they're stuck, and how expectations are shifting across the industry.

We sent USFCR's Consulting manager, Eric Schrandt, to represent our team on-site. Over two days, he spoke with dozens of contractors and came away with a clear sense of what small businesses face.

“A lot of small businesses are showing up with SAM registration and not much else. That’s not a bad place to start, but it can’t be the end of the plan.”
— Eric Schrandt, Consulting Manager, USFCR

Some of the businesses were large manufacturers or construction firms that had been operating for decades but were only now entering the federal space. Others were newer entities still trying to make their first strategic move. What they had in common was that every conversation circled back to positioning. Businesses didn’t just want leads. They wanted to know how to compete the right way.

What we observed

• Companies without compliance in place were feeling overwhelmed

• Past performance remains one of the biggest roadblocks for new contractors

• Many had teaming in mind but weren’t sure how to initiate it

• Businesses with GSA Schedules or set-asides still needed help with visibility and sourcing

• Proposal writing was a bandwidth issue even for experienced contractors

Teaming was the most frequently discussed topic. Contractors were looking for complementary partners, not just subcontractors. Some had certifications but lacked scale. Others had experience but needed access to new markets. The summit created space for those conversations to happen face-to-face.

“Most of the contracts I see now involve teams. These events are where those connections start.”
— Eric Schrandt

That direct access to peers and agency reps is hard to replicate elsewhere. Businesses that came prepared with capability statements, past performance examples, and clarity on what they offer left with more than leads. They left with options.

What small businesses should know

Success at events like this comes down to readiness. The most engaged contractors weren’t necessarily the most experienced. They were the ones who knew what questions to ask, had their documents in order, and came ready to build relationships.

For businesses new to the space, one of the most important insights was understanding the timeline. Year one should focus on getting compliant, building visibility, and starting conversations.  Year two is where traction typically begins. By year three, many small businesses start to hit their stride and win consistently.

Summits like this give businesses a head start on that process.

Client Conversations at the Booth

Beyond matchmaking, our booth served as a home base for meaningful client check-ins. Some of our long-time clients stopped by with updates on their progress. Others had specific questions that we were able to answer on the spot. That kind of direct support is hard to replicate through email or a webinar.

Why It Matters

In federal contracting, timing and visibility matter. The 2025 Air Force Contracting Summit gave us a clearer view of what small businesses are prioritizing, what questions they’re asking, and where agencies are placing their bets. Most importantly, it reaffirmed that showing up creates opportunities.

We’ll be at future summits, ready to connect clients with the resources, partnerships, and strategies they need to succeed.

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