Ep 424: Why Most Government Contractors Suck at Business Development
About this episode
This episode discusses the common pitfalls in business development for government contractors and offers practical insights for improvement.
Most government contractors are approaching business development completely backwards. They chase random opportunities, bid on contracts they have no business pursuing, overload their pipeline with garbage, and then wonder why growth feels impossible.In this episode, Michael LeJeune sits down with GovCon BD strategist Brian Long to break down what actually creates momentum in government contracting. They unpack why knowing your niche matters, how to build a pipeline that isn’t a dumpster fire, why most companies enter opportunities way too late, and how to stop wasting time on contracts you’ll probably never win.This conversation is packed with practical insights around capture strategy, qualifying opportunities, pipeline management, teaming, and the mindset required to succeed in business development.If your pipeline feels chaotic, this episode is going to hit home.
People in this episode
Host: Michael LeJeune
Guest: Brian Long
Topics covered
- business development
- government contracting
- pipeline management
- capture strategy
- qualifying opportunities
- teaming
- mindset for success
Keywords
- government contractors
- business development
- pipeline chaos
- capture strategy
- opportunity qualification
- teaming
- niche focus
More episodes of Game Changers for Government Contractors
- Ep 425: Founder to CEO: The Shift That Changes Everything
- Ep 423: Your Employees Are a Mirror of Your Leadership
- Ep 422: How Smart Companies Win Government Contracts
- Ep 420 - Stop Outsourcing Your Brain - The Real Problem with AI Content
- Victim Language is Destroying Your GovCon Growth
- How Smart Entrepreneurs Are Actually Using AI
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