As agencies evolve and competition intensifies, contractors can no longer rely on volume alone. Instead, disciplined opportunity qualification and structured pipeline management separate firms that scale predictably from those that stall.
“Growth doesn’t come from chasing more opportunities — it comes from disciplined execution against the right ones,” Crowder explains.
In the article, Crowder outlines how GovCon leaders can strengthen forecast confidence by improving opportunity qualification, reinforcing accountability across business development teams, and maintaining rigor throughout the pursuit lifecycle.
For small and mid-sized contractors in particular, structured pipeline management is not simply an operational best practice — it is a competitive advantage.
Read the full article in GovConWire: Pipeline Confidence Is High, Conversion Tells the Real Story