In the GovCon industry, being reactive isn’t enough. To get ahead and stay ahead, you need clarity, speed, and strategy. That was the resounding message from Unanet’s recent LinkedIn Live webinar featuring EVP of GovCon Solutions, Chris Crowder, and EVP of CRM, John Sisson. Here are the key takeaways for those who couldn’t tune in live.
1. Change is here and how you respond matters
With the passage of the first full-year continuing resolution (CR), including a key provision that raises the DOD’s year-end obligation cap from 20% to 40%, contractors should prepare for a potential uptick in fiscal-year-end activity. Now is the time to get proactive – positioning your business to benefit from the shifts rather than scrambling to catch up.
2. Play offense and defense
Companies that thrive during uncertain times think tactically. That means going on offense: getting in front of your customers, showing how your solutions support the mission, and proactively justifying your value. On the defense side, it’s about tightening cash flow, streamlining invoicing, and managing subcontractor costs with precision.
3. Look for strategic wins, not just financial ones
While M&A activity is currently down, partnerships can offer a smart path forward. Finding synergy with the right teammates can open new doors—even when budgets are tight. This moment calls for creativity and calculated moves, not just cost-cutting.
4. Data is your growth engine
According to Unanet’s 2024 GAUGE Report, 69% of GovCons say winning new business is their top challenge. The companies that outperform do so with accurate, real-time forecasting backed by data rather than gut feelings. That’s where Unanet’s fully integrated Growth Suite comes in.
5. The Growth Suite connects every piece
The webinar included an overview of Unanet’s evolving Growth Suite – an end-to-end system that links market intelligence, CRM, pricing, proposal development, and ERP. With AI-powered tools, such as proposal automation and intelligent opportunity scoring, businesses can chase the right opportunities and respond faster with confidence.
6 Forecasting isn’t a single step…it’s a mindset
Forecasting isn’t just about sales numbers. It’s about understanding which opportunities are most likely to win and which drive the most profit. And it means learning from every piece of the business – pre-sale, delivery, and beyond – to fine-tune your strategy over time.
7. Empower your people, not just your process
Poor forecasting stems from more than tech. It’s often about siloed teams, inconsistent workflows, and underused data. With a unified system and clean processes, your BD and delivery teams can spend less time chasing down information and more time closing meaningful deals.
In short? Smart growth starts with smart forecasting.
The tools are here. The strategy is clear. Whether you’re chasing growth, profitability, or stability. Your future depends on what you do with the data today.
Want to learn more? Join Unanet at the upcoming Champions Conference in Atlanta this April or see how Unanet can help by requesting a demo today.
