In a recent LinkedIn Live discussion, we explored how having an integrated customer relationship management (CRM) and enterprise resource planning (ERP) platform is a must-have for government contractors (GovCons). Below are the key takeaways from the event.
Government contractors work in an environment defined by complexity, rapid change, and intense competition. To succeed, companies need more than traditional project management or finance tools. Integrating customer relationship management and enterprise resource planning systems is now a strategic priority for any project-based business looking to simplify operations, improve forecasting, and grow with confidence.
Accurate forecasting is at the center of every important decision. Many still see forecasting as something only finance teams handle, but in practice, its impact is felt throughout the business. When leaders are able to trust forecasts, they make better decisions about hiring, resource allocation, business development, and new opportunities. Without reliable information, growth plans quickly become guesswork. Teams fall back on manual workarounds and disconnected spreadsheets, creating more room for error and less clarity on what comes next.
A strong forecast is built from three sources. It starts with a clear understanding of current projects and contracts. Even these can be difficult to manage, requiring coordination across teams and ongoing tracking. The next layer is made up of active proposals, which often rely on probability-of-award calculations or similar risk adjustments. The third piece is early-stage opportunities. These are not yet fully developed, but including them in planning helps organizations anticipate changes and make strategic investments. Only by bringing all three together can teams see the complete picture needed for confident planning.
Unanet’s GAUGE Report shows just how important this full view has become. Political uncertainty now stands out as the top issue facing government contractors. Nearly eighty percent of companies have trouble winning new contracts, and forty-three percent cite pipeline performance as a primary concern. Business development is now the second largest indirect cost for many organizations. This means that each proposal and every project must deliver greater value, often with fewer resources.
Many organizations continue to struggle with forecasting accuracy. Pipeline, labor, and indirect rate forecasts are often skipped or rarely updated. The GAUGE Report found that nearly half of companies lack formal procedures for forecasting and resource planning. Without a disciplined approach, decisions are often made with outdated or incomplete data. This makes it harder to allocate resources efficiently, maintain cash flow, or respond quickly to new challenges. Teams are left playing catch-up instead of getting ahead.
Alignment across the organization remains a rare achievement. Only a small percentage of government contractors report that project, proposal, and resource planning efforts are truly integrated. Most companies rely on lengthy manual processes, pulling information from different departments and systems. As a result, forecasts often lose relevance before they are ever put to use. An integrated CRM-ERP platform changes this by delivering real-time information across the business. This gives teams the ability to make quick, fact-based decisions that support growth and profitability.
The value of integration is clear when looking at win rates and margins. Many government contracting companies still report win rates between twenty-six and fifty percent. Larger and more mature organizations see more consistent success. A unified system supports collaboration, standardizes planning, and surfaces insights when they matter most. This allows teams to target the right opportunities and allocate resources more effectively, driving both win rates and profitability higher.
Building this foundation is about more than just adopting new technology. Success comes from combining the right people, clear processes, and effective tools. Role-based training and consistent approaches to forecasting, planning, and proposal management ensure everyone is working toward the same goals. When teams can rely on accurate data and clear procedures, they gain the confidence to pursue growth even in uncertain times.
Connected systems also help businesses find, qualify, and win the right opportunities. Automation and artificial intelligence streamline proposal development, reducing manual work and speeding up compliance checks. Linking proposal and project data to financial results allows companies to learn from experience, continually improving their strategies and outcomes.
An integrated CRM-ERP platform provides a single source of truth for project management, business development, finance, and resource planning. Accurate forecasts help leaders plan for the future. Streamlined project and proposal management improves resource use and controls costs. Real-time visibility lets teams respond quickly to regulatory changes and shifting markets.
For government contractors, integration delivers more than just efficiency. It offers control, clarity, and the ability to focus on meaningful work. Organizations that embrace this approach are better equipped to adapt, grow, and deliver results that matter to clients, stakeholders, and their own teams.
Industry benchmarks confirm the benefits of this strategy. The GAUGE Report from Unanet offers actionable data and practical insights to help organizations see where they stand and identify opportunities for improvement.
With the right foundation, government contractors can plan with confidence, operate efficiently, and deliver work they are proud of at every stage.
To learn more about the power of a unified CRM and ERP platform, connect with a Unanet expert today.