Government contractors face ever-greener expectations and tighter resources in today’s environment, meaning your pipeline isn’t just a list, it’s a strategic asset.
In her GovCon Wire article, Unanet’s Kim Koster provides a clear, disciplined framework for bringing precision to business development. You’ll learn how the three metrics — probability of go (Pgo), probability of win (Pwin) and the combined probability of award (PoA) — help you identify where to focus your effort and forecast expected value. Koster walks through how to build scorecards, apply them at different stages of the opportunity lifecycle, and avoid common pitfalls like over-optimism or spreadsheet paralysis.
For those working in or supporting GovCon business development, this article will help you quantify your pipeline, better allocate resources, and enhance win-rate discipline.