You can’t wait this market out. Build a winnable pipeline now.
Webinar: Federal Contracting Is Shrinking – How to Build a Pipeline That Wins in a Down Market
Date: Wednesday, October 29, 2025
Time: 12:00–1:00 PM ET
Speaker: Dave Huff, CEO, and Bill Schalik, COO, of OST Global Solutions
2025 is shaping up to be the toughest BD year in recent memory. Federal solicitations are down 74% from last year. Cancellations and delays are up 11%, and the trend is expected to continue into 2026. That’s all before you factor in the current government shutdown.
You can’t wait this out. The firms that will survive—and even grow—are rebuilding their pipelines with human intelligence, targeted qualification, and disciplined capture. Use this lull in the government issuing federal contracts to shore up your pipeline.
In this one-hour working session, OST CEO Dave Huff and COO Bill Schalik will walk you through a proven framework to stabilize and strengthen your pipeline in a down market.
What we’ll cover
The Market Reality:
- Q3 federal solicitation volume down 74% vs. 2024 (56,929 → 14,807 in Jul–Aug).
- Contract cancellations/terminations up 11%+ (39,920 → 44,415 with four months left).
- Why these trends are likely to persist into mid-2026.
The GovCon Catalyst™ Method:
- Replace scrape lists with human intel from KOs, insiders, and incumbents.
- Align to your business model and past performance; stop chasing low-probability work.
- Manage pipeline across GWACs/IDIQs to future-proof task order flow.
- Produce actionable outputs: capture plans, incumbent analysis, gap assessments, and teaming strategies.
Upcoming Vehicles & On-Ramps:
- What to prepare now (scorecards, artifacts, teaming targets).
- How to decide which vehicles you actually need—and which to ignore.
Execution Checklist (you can start this week):
- 30-day winnable-opportunity sprint.
- Minimum data to green-light capture.
- Review cadence that keeps pipelines moving.
Who should attend
Founders, BD/Capture leaders, proposal managers, and executives responsible for growth in small and mid-size GovCon firms.
Format
Live webinar with Q&A. Recording sent to registrants.
GovCon Catalyst™
- Human-intel qualified opportunities—not just SAM.gov scrape lists.
- On average, clients see 6–10 qualified opportunities/month aligned to strengths.
- Full-cycle support: pipeline, capture, teaming, proposal.
- Sources we’ll discuss: Bloomberg Government, GovWin, DOGE.
Bonus for Attendees
Become a GovCon Catalyst™ Partner within 3 months of the webinar and receive a free OASIS+ scorecard analysis to prep for GSA’s next on-ramp.
Questions? Email us to set up a time with our team. [email protected]
Seats are limited — reserve your spot now and learn how to build a pipeline that wins when the market doesn’t.
