How should an SDVOSB manage its business development pipeline?
A healthy pipeline has opportunities at multiple stages: awareness (18+ months out), qualification (12-18 months), capture (6-12 months), proposal (active solicitation), and awarded. Track each opportunity's estimated value, probability of win, NAICS code, and required teaming. Use a CRM or pipeline tracker. Maintain at least 3-5x your target revenue in your pipeline — most opportunities won't convert. Review and cull the pipeline quarterly.
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