Qualifying Opportunities for Your Government Contracting Pipeline

This webinar was recorded live on November 1, 2022.

This course, Qualifying Opportunities for Your Pipeline, focuses on the analysis steps successful companies perform to make sure the opportunities they find for their pipelines are a fit. You will learn what Pwin and Pgo mean for your opportunities. You will find out how to find the right information, verify whether the opportunity is real, and determine if you have a decent chance of winning. You will go through a decision-making process that helps you determine whether you should spend your scarce resources on a pursuit or if you should save time and money for another opportunity you are more likely to win.

A pipeline is the engine of business development for a Government contracting firm. Without a pipeline, a company grows by accident, counting on pop-up opportunities, phone calls from potential partners, and other chance encounters. It is a “candle in the wind” business development effort: hoping for a sudden lucky strike and a large enough contract to begin to breathe. It also means many misfires and misfortunes in the process of bidding because a lack of pipeline means a lack of a systematic approach to opportunity qualification, capture, and winning proposal development.