Top Reasons to Make Managing Your Pipeline a Priority
0 likes292 views
The document outlines the importance of effectively managing a pipeline of federal contracting opportunities, emphasizing factors such as win rates, growth goals, and resource allocation. It provides guidance on starting to build a pipeline, forecasting revenue, and selecting a suitable management tool to track opportunities efficiently. The presentation is aimed at small companies looking to improve their entry into the federal marketplace through strategic marketing and business development practices.
Top Reasons to Make Managing Your Pipeline a Priority
- 1. © Unanet Top Reasons to Make Managing Your Pipeline a Priority
- 2. © Unanet Gloria Larkin CEO and Founder, TargetGov Kim Koster Director of Product Marketing, Unanet
- 3. © Unanet Gloria Larkin President, CEO • Creator of the FAST™ Process and KickStart Program™ • Clients have won $4+ billion in federal contracts • Nationally recognized federal contracting business development expert • Quoted in Wall Street Journal, Washington Post, INC Magazine, Bloomberg • Author of The Basic Guide to Government Contracting • Educational Foundation Board Chair Emeritus for WIPP.org • glorialarkinTG@targetgov.com 866-579-1346 questions@targetgov.com
- 4. © Unanet Are you actively managing your pipeline? • Yes • No • I don’t know Poll #1
- 5. © Unanet Agenda • How to build a pipeline of targeted opportunities • Decision factors to consider in building an effective pipeline • How far ahead should you consider opportunities? • How do you properly track all your bid process efforts? • How do you learn from your wins and more importantly from your losses? • How do you manage forecasting for your business? • What kind of real-time visibility do you have into your pipeline and business? • How to select a pipeline management tool
- 6. © Unanet When Do You Start Building the Pipeline?
- 7. © Unanet Marketing – Business Development – Capture • Small opportunities: six to nine months • Mid-size opportunities: nine to 18 months • Large opportunities: 18, 24 to 36 months out When Do You Start Building the Pipeline?
- 8. © Unanet What is your current Win Rate? • 0-25% • 26-50% • 51-75% • 76-100% Poll #2
- 9. © Unanet Decision Factors to Consider in Building an Effective Pipeline Most companies have: • Too small a pipeline given the federal contracting market issues (budgets, shutdowns, politics) • Too narrow a focus on targets • Do not consider all three possible strategies • Prime, sub, teaming
- 10. © Unanet Decision Factors to Consider in Building an Effective Pipeline • What are your growth goals? • Revenue, client base, focused or diversify? • Past Performance • Government or private sector • New product or service • New geography • Profit or volume? • ROI target • Realistic budget, resources
- 11. © Unanet How has your Win Rate changed from prior years? • Increased 10% or more • Increased 1-9% • No Change Year Over Year • Decreased 1-9% • Decreased 10% or more Poll #3
- 12. © Unanet • Aggressive sources sought and RFI process • Opportunity analysis • New opps, recompetes, large MACS and IDIQs • Speedy bid-no-bid decision-making process • Use of government or subscription services to search all types of upcoming opps (forecasts, FPDS, USASpending, FBO, FedConnect, agency websites, social media • Commit resources to a trackable, measurable process Building a Pipeline of Targeted Opportunities
- 13. © Unanet TargetGov Rule of Three℠ Never reach out to any decision-makers for a meeting • This includes all targets! • Agencies, Primes, Teaming Partners Until: • You have identified at least three solid opportunities to discuss • Be prepared, no matter with whom you are meeting, to discuss at least 3 upcoming opportunities • Use: Forecast, sources sought, recompetes, FPDS, EZGovOpps, USASpending
- 14. © Unanet An intense look into how to successfully market your company to the federal government. This program is specially designed for small companies wanting to make an accelerated entry in the federal marketplace. It is a unique combination of training and consulting – leaving you with the knowledge you need and actual tools for implementing the plan. questions@targetgov.com
- 15. © Unanet What is/are your biggest business development challenge(s)? • Lack of past performance information • Lack of a team partner • Limited reporting tools • Lack of business development funds and personnel Poll #4
- 16. © Unanet Forecasting Your Opportunity Pipeline Why is the Pipeline So Important for the Organization? • Pipeline is the basis for the revenue forecast and resource needs for the future • Revenue forecasts are the barometer of the company’s health • The opportunity pipeline is the major contributor for the overall company forecast • Annual Operating Plan (AOP) • Long Range Plan (LRP) • Forecasting takes place at each stage gate and you can utilize various techniques for forecasting The Probability of Award (POA) can be the mechanism used to accurately estimate the real revenue opportunity. The calculations for POA are below. Changing environments can affect the Pwin and Pgo, which will change the POA. Grouping projects makes it easier to forecast, especially in the 2–5-year time period. Groupings may be by programs, client, product, business unit, portfolios, or department. You can look at these forecasts in aggregate and derive an accurate forecast because you understand the client demand, your capacity and potential growth.
- 17. © Unanet Example Pipeline Forecast Report
- 18. © Unanet Example Resourcing Report
- 19. © Unanet Measuring the Health of Your Pipeline
- 20. © Unanet Need a Pipeline Management Tool? Make sure the tool has the following: • 100% integration with your project based ERP system • CRM to track customer interactions • Contact categorization for easy reference (decision maker, golf buddy, etc.) • Workflow optimization, assigning tasks and providing notification • Opportunity tracking by phase • Easy-to-use reporting, dashboards, and metrics to direct business decisions • Read-time data • Project notes and code fields for unparalleled analytics • Resource demand planning with both current employees and TBD resources • Ability to ship forecasts to the right or left • Ability to make POA adjustments as opportunities move through the funnel • One-click transformations from proposal project to an executable project • Cloud based system so that there is 24/7/365 access to your information
- 21. © Unanet Integrates with 3rd Party Payroll Providers Plan Execute Monitor Invoice Account • CRM & Pipeline Management • Budgeting & Revenue Forecasting • Resource Scheduling • Skills Management • Scenario Planning • Pricing • Timesheets • Expense Reports & Per Diems • Approvals • Collaboration and Notes • Contract Management • Real-Time Dashboards & KPIs • Utilization • Project Status & Burn Rate • Gross & Net Margin • % Complete & EVM • Backlog • GAAP Compliance • Billing & Invoicing • T&M, FP, and CP • Revenue Recognition – As Worked, % Complete & Schedules • General Ledger • Accounts Payable • Accounts Receivable • Cost Pools • Indirect Rates One Software for Projects, People & Financials
- 22. © Unanet • Bid no bid decision process • Matchmaking and Briefing Pitch • TargetGov Rule of Three™ • This PowerPoint Email questions@targetgov.com and mention this webinar so we know which handouts to send. Handouts
- 24. © Unanet Gloria Larkin CEO and Founder, TargetGov GloriaLarkinTG@TargetGov.com 866-579-1346 www.TargetGov.com Kim Koster Director of Product Marketing, Unanet kkoster@Unanet.com 703-429-1836 www.Unanet.com