Pipeline Building – Benigens Group

We Help You Win More Government Contracts with Strategic Pipeline Building

Our pipeline building service creates a steady flow of qualified opportunities at every stage, giving you visibility into future revenue, confidence in your business trajectory, and the ability to plan strategically instead of reactively.

The Foundation of Sustainable Government Contracting Success

Ask any successful government contractor what separates thriving businesses from struggling ones, and the answer is almost always the same: a healthy pipeline.

A robust pipeline isn’t just a nice-to-have, it’s the lifeblood of sustainable government contracting.

When you have a strong pipeline, you have visibility into future revenue. You can plan hiring, make infrastructure investments, and allocate resources confidently. You can be selective about which opportunities to pursue because you’re not desperate for the next contract. You can weather the inevitable losses because you have other opportunities in progress.

But when your pipeline is weak or non-existent, everything becomes reactive and stressful:

You win a contract and celebrate, then suddenly realize you have nothing else in the queue and frantically start searching for the next opportunity.

That’s where our Pipeline Building service provides essential value.

Comprehensive Pipeline Building Services

Our pipeline building engagement establishes the infrastructure, processes, and initial pipeline that drives consistent business development and growth. Here’s what we deliver:

Pipeline Strategy & Framework Development

We work with you to develop a customized pipeline strategy aligned with your business goals, capacity, and target markets.

Pipeline Management System Setup

We help you select and implement a pipeline management system (CRM or specialized tool) that supports effective tracking and forecasting.

Initial Opportunity Identification & Population

We conduct comprehensive research to identify opportunities across your target markets and populate your pipeline with qualified pursuits.

Opportunity Qualification & Scoring

We establish criteria for qualifying opportunities and apply systematic scoring to prioritize your pursuit focus.

Pipeline Segmentation & Target Mix

We help you develop a balanced pipeline with appropriate mix across opportunity types, stages, customers, and contract values.

Pipeline Forecasting & Revenue Projection

We establish forecasting methodologies that translate your pipeline into realistic revenue projections for planning purposes.

Pipeline Health Assessment & Monitoring

We establish metrics and dashboards that provide clear visibility into pipeline health and identify issues before they become problems.

Opportunity Development & Progression Strategy

We help you establish clear activities and milestones required to advance opportunities through pipeline stages toward proposal and award.

Pipeline Review Cadence & Governance

We establish regular pipeline review processes that ensure consistent attention, accountability, and strategic decision-making.

Benigens Group - FAQ

Frequently Asked Questions

What Our Clients Want to Know

Initial pipeline population and system setup typically takes 4-6 weeks. However, building a truly "healthy" pipeline with appropriate distribution across stages takes 3-6 months because opportunities need time to progress through stages naturally. We provide immediate value through early-stage opportunity identification and qualification, but full pipeline maturity requires sustained effort over time. Think of it like filling a bathtub—we help you turn on the faucet and provide initial water, but it takes time for the tub to fill to the desired level.

A healthy pipeline has several characteristics: Adequate coverage ratio (weighted pipeline value 3-5x your revenue targets); Balanced stage distribution (opportunities at every stage, not clustered in one); Sufficient early-stage opportunities to feed later stages; Acceptable win rates (40-60% on proposals submitted); Appropriate customer diversification (not over-dependent on single customers); Opportunities progressing at reasonable velocity (not stalling). We provide specific benchmarks tailored to your business size and market, and establish KPIs that define "healthy" for your specific situation.

After initial setup, ongoing pipeline management typically requires: 1-2 hours weekly for opportunity research and identification; 2-4 hours weekly for opportunity development activities; 1-2 hours weekly for pipeline review and updates; 2-4 hours monthly for formal pipeline review meetings. Total investment is roughly 6-12 hours per week, though this varies based on pipeline size and pursuit complexity. This may seem significant, but it's far less than the time wasted pursuing wrong opportunities or scrambling when pipeline runs dry.

We offer both options. Initial engagement includes setup, population, and training for self-management. However, many clients choose ongoing pipeline management retainers where we: Conduct regular opportunity research and identification; Maintain pipeline updates and health monitoring; Facilitate monthly pipeline reviews; Provide ongoing opportunity analysis and recommendations. This hybrid approach—where we provide ongoing support while building your internal capability—often works best for small businesses without dedicated business development staff.

Recommendations depend on your size, budget, and existing systems. Options include: Dedicated GovCon CRM systems (GovWin IQ, Deltek CostPoint, etc.) for larger contractors; General CRM platforms (Salesforce, HubSpot, Pipedrive) configured for government contracting; Specialized tools like Tracker for government opportunity tracking; Even well-structured spreadsheets for very small operations. We assess your needs, budget, and technical capability, then recommend solutions that fit. We're tool-agnostic—we focus on the process and discipline, not specific software.

We use multiple sources beyond SAM.gov: Agency procurement forecasts and acquisition plans; Expiring contract identification through USA Spending analysis; Sources sought and RFI monitoring; Industry day calendars and pre-solicitation notices; Agency small business office engagement; Prime contractor outreach for subcontracting opportunities; Budget justifications identifying upcoming procurements; Congressional budget documents; Trade press and industry intelligence. The best opportunities are identified 6-12 months before solicitation through these pre-RFP sources.

Even niche markets have more opportunities than most contractors realize—they're just harder to find. For specialized markets, we: Cast wider geographic nets if you can perform anywhere; Identify adjacent markets where capabilities transfer; Focus heavily on recompetes and incumbent tracking; Emphasize relationship-based opportunities; Include subcontracting opportunities; Look at state/local markets in addition to federal; Identify emerging requirements before formal solicitation. Even in small markets, we typically identify 15-30+ qualified opportunities. The pipeline may be smaller, but it's still valuable for visibility and planning.

Pipeline updates should happen: Weekly at minimum for active opportunities; Immediately when status changes (RFP released, proposal submitted, award made); Monthly comprehensive review of entire pipeline. Responsibility depends on your structure: Very small businesses—owner/principal manages pipeline; Growing businesses—business development manager or capture lead; Larger operations—dedicated BD team with clear ownership. Regardless of who manages it, everyone touching opportunities should update relevant information. We help you establish clear ownership and accountability.

Pipeline Building focuses specifically on establishing systems, processes, and infrastructure for identifying and tracking opportunities—creating visibility into your pursuit universe. Business Development is broader, encompassing overall strategy, target market selection, competitive positioning, and partnership development. Think of it this way: Pipeline Building creates the tracking and management foundation; Business Development creates the strategy of what to track and why. Many clients engage us for both—Business Development defines strategy, Pipeline Building implements tracking and management.

We set you up for self-sufficiency through: Documented processes and procedures you can follow; Trained team members who understand methodology; Systems and tools configured for ongoing use; Regular review cadences established as organizational discipline; Templates and checklists for common activities; Clear accountability and ownership assignment. Many clients initially maintain independently, then engage us quarterly for pipeline health checks and coaching. Others choose ongoing retainers for continuous support. The foundation we build enables either approach.

Ready to Build Predictable Revenue Growth?

Our pipeline building service establishes the systems, processes, and initial opportunities that transform how you approach government contracting, moving from hoping for the next opportunity to systematically developing a robust portfolio of qualified pursuits.