Given the cyclical nature of government contracts, knowing and understanding your pipeline is crucial to your company’s longevity. It’s never enough just to track opportunities you’ve won; you need to be prepared for the time when those contracts will end, and to have your eye on what comes next. Having a robust pipeline matters – as does knowing how to read and interpret the KPIs related to your pipeline. The webinar will help you build and track key performance indicators such as:
- How many new opportunities do I need to track to maintain my current win ratio/level of business?
- Where is my BD team succeeding (or failing) to engage in the right new opportunities? Are they providing the right details we need for true quality metrics?
- Do I need to expand my reach to new agencies or domains?
- What should I do to prepare for when I lose my Small Business Set-Aside?