PIPELINE CREATION OPPORTUNITY

Pipeline creation of opportunities is essential to successful business development efforts for government contractors.  The opportunity pipeline represents your organization’s potential for future growth.

Our growth tier consultants work to develop and implement an appropriate pipeline creation and management systems based on best practices.  It will keep your business’s specific goals in mind. The result is a measurable living opportunity pipeline with decision gates.  These gates, based on specific criteria, reduce the risk involved with every bid and increase the percentage of bids won.

pipeline creation

When developing opportunity pipelines for our clients we take a word from our associates over at The Pulse.   Below see the shared 4 key components to include in an optimized opportunity pipeline from Richard Phillips, a Senior Partner of Crossroads Capital LLC:

  1. Demonstrate a Coherent Strategy: A well-articulated federal pipeline should reflect management’s growth strategy.  It provides a coherent company narrative that gels with company collateral, messaging, and management’s vision.
  2. Make it Easily Understood: A federal pipeline should be shared, understood, and used by a wide audience.  This applies to all internal and external purposes.
  3. Be Cost-Conscious: A good federal pipeline understands the costs (both opportunity and accounting costs) associated with pursuing work.  It provides a realistic assessment of deploying resources subject to existing bandwidth constraints.
  4. Present Defensible P(w) Rates: To project revenues we need to ascertain the probability of bringing in this work.  It also needs to detail when and how much this revenue is. These P(w) win rates should reflect things like recent CPARs, past performance, bench strength, HR needs, and capabilities.

We implement pipeline solutions that work for your business’s specific needs. Relying on SAM.gov makes finding and tracking opportunities a time consuming exercise. We use and recommend tools that capture opportunities from every government source.  This includes multiple award contracts to identify and qualify opportunities for our client pipelines.

Collaborative Compositions will help manage your pipeline to ensure you maintain an ongoing feed of qualified opportunities.

Collaborative Compositions offer 3 service packages.  In addition, we offer an array of hands-on individualized services.

Advisory Package

Advisory services that include the
following activities:

Evaluating/optimizing name, identity, brand tone, architecture, standards, messaging & marketing across:

  • Current company website.
  • Social media/all digital platforms.
  • Internal messaging.
  • Indirect sales channels.

Consultative Package

All Services in Advisory Package
PLUS additional below:

  • Direct and indirect sales strategy.
  • Brand platform creative development.
  • Direct and indirect messaging.
  • Brand and media communication.
  • Development of marketing assets.

 

Optimize

Collaborative Package

All Services in Advisory & Consultative
PLUS additional below:

  • Facilitation of customer education
  • Identification & creation of market expansion
  • Networking and creation of relationships
  • Attendance at industry days, conferences
  • Opportunity forecasts.

 

Cage Code:

Commercial and Government Entity (“CAGE”) Code is a five-character ID number required for all companies looking to be awarded Federal Acquisition Regulation (FAR) based contracts by the federal government. The Defense Logistics Agency (DLA) issues CAGE Numbers, and it is the only entity authorized to do so.

DLA typically assigns CAGE codes to businesses as a part of the SAM registration process. Assignment of CAGE codes can be delayed for a variety of reasons. Making sure the submitted application is accurate down to the punctuation is critical for timely issuance of a CAGE code. If any conflicts arise or issues occur with CAGE code issuance, SAM registration isn't considered completed and is returned to the business to correct the errors found. Our consultants work with DLA to ensure resolution of any issues and timely issuance of a CAGE code on your behalf.