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Six tips for building your new business pipeline

Bob Lohfeld

By Bob Lohfeld

Most companies really miss the mark when building their new business pipeline.

Typically, the market research team dumps every conceivable deal they can find into the new business pipeline. One company that I reviewed even boasted that they had a new business pipeline with over 150 targets worth $8 billion. With a win probability of 5%, they thought they could bring in $400 million in new sales.

Their new business pipeline was nothing more than a pipedream. Let’s get real and follow these 6 simple…

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Lohfeld Consulting launches automated capture management tool

In Washington Technology, Stephanie Kanowitz writes, “A new tool to be released Tuesday promises to help government contractors win more business by connecting and automating the capture and proposal sides of contract bidding.

The Lohfeld Capture and Proposal Management WinCenter(TM) product eliminates the traditional segmentation of business development offices to let everyone involved follow the progress an opportunity through a single piece of customizable software.”

“Various groups in business development organizations – historically almost all federal government contractors – are all working in their own little silos,” said Tom Gorman, WinCenter product manager at Lohfeld Consulting Group Inc., which developed the…

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New study: Sequestration and government shutdown negatively impacting majority of government contractors

Chantilly, VA and Edgewater, MD —December 17, 2013—Nearly two-thirds of government contractors experienced moderate to significant revenue decline in 2013 as a result of sequestration and the government shutdown, according to a new PulsePoll™ of government contractors by Market Connections, Inc. and Lohfeld Consulting Group, Inc.

The online PulsePoll™ of 220 government contractors gauged the impact of sequestration and the government shutdown on government contractors, and how companies are responding to a changing market. Nearly one-third (31 percent) of contractors said their revenue declined more than 10 percent in 2013 due to sequestration and the shutdown, and another 30…

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