Measuring Your Government Opportunities Pipeline and Capture Effectiveness

Measuring Your Government Opportunities Pipeline and Capture Effectiveness

In Parts 1 and 2 of this four-part series, we identified the three main reasons we’ve found that companies fail at federal contract business development:  Too few opportunities in the pipeline to meet growth goals    No review process to check each opportunity’s capture progress  Submitting general proposals that don’t answer the government’s requirements  In this part, we’re going to focus on the second reason — lack of a formal, disciplined, and Read More

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Build and Manage a Robust Government Opportunities Pipeline

Waiting for RFPs to drop might be commonplace in our industry, but it’s no way to grow a federal contracting business. In our previous blog post, The 3 Biggest Mistakes in the Federal Business Development Process, we emphasize the need to develop team discipline and processes. Your team must also devote time to market research, planning, and brainstorming. In this installment we’ll focus on Read More

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The 3 Biggest Mistakes in the Federal Business Development Process

We have spent decades conducting business development and leading proposal efforts for our government contractor clients, and we have won over $22 billion in funded work for them. Over time, we have seen the same mistakes come up repeatedly in different companies across multiple industries. Our consultants have brainstormed on the top three problems that government contracting companies keep making that are seriously impacting their performance and Read More