Managing a Federal Sales Pipeline

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Date(s) - 02/12/2018
10:00 am - 1:00 pm

MEC - Leesburg



We have all heard of a sales pipeline and we all know we are supposed to keep it “full.” But filling the pipeline with unqualified opportunities with a low probability of win can lead to down-troughs and revenue gaps. Yet, throwing all your resources behind one or two opportunities per fiscal year that will not pay off for years is also a risky approach. With careful strategic planning, forecasting and meaningful metrics, businesses can keep their sales pipelines robust and make relatively accurate revenue projections. And, ultimately, the more accurate your revenue projections are, the higher your enterprise value.

Participants in this workshop will learn:

  • How to create an opportunity Bid/No Bid Scoring Worksheet based on your company’s strategic goals
  • A consistent approach for calculating a Win Probability percentage for each opportunity
  • How to track the company’s rolling pipeline value
  • How to forecast projected revenue
  • How to create a simple dashboard for at-a-glance analysis of pipeline health

This method is meant to be done with an Excel spreadsheet and PowerPoint and does not require an expensive pipeline management tool. It is a solid approach for getting your hands on the levers and dials of your bid machine so that your proposal dollars are used wisely.

The workshop instructor, Shaanon Lindauer, has 12 years of experience as a Senior Proposal and Capture Manager in the Federal Civilian and Defense contracting space. She has written and managed 791 proposals as of 2014 and has led proposal and capture teams for some of the largest companies doing business with the Federal government. She is currently the owner of The Federal Proposal Experts, a woman-owned, veteran-owned consultancy that specifically serves small businesses seeking to grow their Federal contract portfolio.

*2/12 date is the rescheduled class postponed from 10/23*

Visitor parking is located at the Church and Liberty Street lots, both just a short walk away through historic downtown Leesburg.

The closest lot is located on Church street, this lot is $1.50 per hour and visitors can utilize the pay station in the lot, or use the smartphone app ParkMobile. (Intersection of Church Street and Loudoun Street Directions:

Parking at the Liberty Street lot is complimentary, Address: (204 Liberty Street SW, Leesburg VA 20175 Directions: in text link


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