Building Your Revenue Pipeline for 2026 Without the SBIR Program

With SBIR reauthorization still uncertain, many organizations are asking: How do we build a strong revenue pipeline for FY26 without relying on the SBIR program? The answer lies in proactive planning and strategic positioning—starting now.

Funding opportunities for FY26 will begin to materialize in the July–September timeframe, and in some cases even later in the calendar year. To capture those dollars, you need to lay the groundwork months (or years) in advance. Here’s how.

1. Understand Fallout Funding Cycles

Fallout funding—especially at the operational level—is already in motion. By February, many units have submitted initial packages and begun the rack-and-stack process. That means:

• November–January: Ideal window to engage with end users and secure interest.
• February–March: Decisions are made.
• July–September: Funds hit contract vehicles.

Key takeaway: If your technology is mature enough for operational use, start building relationships now. These conversations lead to buy-in, which drives paperwork and process readiness.

2. Master the Three Essentials: People, Paperwork, Process

To succeed in fallout funding, you need:

• People: Identify and engage operational stakeholders early.
• Paperwork: Statements of Work, cost estimates, sole-source justifications—many end users need help navigating these.
• Process: Understand approval chains and timelines. Decisions made today impact funding months down the road.

As a former contracting officer, I can tell you: education is critical. Many government customers have never run this process before. Your ability to guide them through it is a competitive advantage.

3. Look Beyond Operational Units—Program Offices Matter

Program offices often operate on longer budget cycles. By summer 2025, many are already prioritizing fallout funding for FY26. They also manage PPBE cycles and POM submissions, which influence multi-year programming dollars.

Action: Build relationships with program offices now. Their timelines are longer, but their budgets are bigger.

4. Explore Emerging Funding Sources

Several programs under the Office of the Under Secretary of Defense for Research and Engineering (OUSWR&E) are evolving:

• RISE (Rapid, Integrated, Scalable Enterprise): Authorized to replace Rapid Innovation Funds, with awards up to $6M.
• APFIT: High TRL, procurement funding, program with $10M+  awards, now potentially moving to quarterly cycles.
• DIA and RPP: Continuing to support acquisition reform and tech transition.

These programs represent $5M–$50M opportunities for your pipeline. Watch for updates and position yourself early.

5. Secure Flexible Contract Vehicles

Funding is useless without a place to put it. Production OTs and Phase III contracts offer flexibility and speed:

• Production OTs: Move from prototype to production outside FAR constraints.
• Phase III: Recent guidance confirms these remain valid even without SBIR reauthorization.

Having these vehicles in place makes you the “easy button” when dollars drop.

6. Don’t Overlook Congressional Ads

While we don’t manage lobbying directly, congressional ads can be a powerful tool. Start planning now for FY27 funding. If you secure an ad, having a contract vehicle ready ensures you can capture those dollars without delays.

Bottom Line

Building a successful FY26 pipeline requires foresight and action today. Focus on:

• Engaging stakeholders early.
• Navigating paperwork and processes.
• Securing contract vehicles.
• Tracking emerging programs and funding cycles.

The organizations that prepare now will be the ones catching millions in funding when opportunities arise.

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