For those of you not in IT, this PIPES still has a lesson worth paying attention to. While you are worrying about decisions on bids you made this year, and preparing to capture some end-of-year funds, do not forget to start your planning for the Governments 2017 programs. For those of you who are looking to get into the Government market, or you are still formulating your growth plans, the FY2016 year is over, start looking at FY2017.
When you use the term business sales pipeline, or some derivation of it, are you thinking simply about a list of potential sales opportunities that are tracked through a series of development stages? This kind of thinking may reflect too limiting a view, leading us to forget, or neglect, other critical elements necessary for sales success.
When you use the term business sales pipeline, or some derivation of it, many people think you are simply talking about a list of potential sales opportunities that are tracked through a series of stages of development. I think this is too limiting a view, and that is the problem with most words we try to use to refer to some part of the business development life-cycle. They lead us to forget, or often neglect, other critical elements that are necessary for success in making sales.
You can never tell what might drive a specific action taken by a contracting officer or specialist. Most of the time they are trying to get a job done the best way possible. But certain actions, that repeat themselves, do have a pattern - and sometimes it is a pattern of abuse that corrupts the system. One of those patterns is the issuance of a Sources Sought or Request for Information that has a response time of just a few days, often including weekend time when the announcement is more likely to be missed, which appears to be just what they want.
I recently heard someone say that government proposals are scored not read. Once upon a time (really not that long ago – say 20 years) this was true. The government used ‘scoring’ templates to assign points to various components, elements, and details in a proposal. This practice, however, led to many a nasty discussion between the government and the bidders who lost (maybe by just a point or two) regarding how the score was actually derived. And, those discussions often became protests.