The 8 pipeline stages
| Stage | Name | What happens |
|---|---|---|
| 1 | Market Identification | Identifying relevant markets, agencies, and procurement trends. Deciding which sectors to pursue. |
| 2 | Long-Term Positioning | Building agency relationships, attending industry days, and positioning your company as a known entity. |
| 3 | Opportunity ID & Qualification | Identified a specific opportunity and making the bid or no-bid decision. |
| 4 | Capture Planning | Developing your win strategy, identifying teaming partners, and understanding how the government will evaluate proposals. |
| 5 | Proposal Planning | Outlining the proposal structure, assigning writers, and setting internal deadlines. |
| 6 | Proposal Development | Write, review, and refine the proposal content. |
| 7 | Submission & Negotiation | Submitted the proposal and handled any government clarification requests or negotiations. |
| 8 | Contract Award & Management | Win the contract and manage execution and performance. |
Using the Pipeline Dashboard
How to get there: Pipeline → Click Dashboard- Click Dashboard under Pipeline in the sidebar.
- The top of the page shows four metric cards:
| Metric | Description |
|---|---|
| Total Records | Total opportunities in your pipeline across all stages. |
| Active | Opportunities currently being pursued (not yet won or lost). |
| Won | Opportunities that resulted in a contract award. |
| Win Rate | Percentage of pipeline opportunities that resulted in a win. |
- Below the metrics, a funnel chart shows how many opportunities sit at each of the 8 stages along with the combined dollar value per stage.
- Use this view to identify bottlenecks. For example, if many opportunities are at Capture Planning but few are progressing to Proposal Development, that stage needs attention.
Managing pipeline records
How to get there: Pipeline → Click Funnel- Click Funnel under Pipeline in the sidebar. This shows a table of all your pipeline records.
- The table has columns: Title, Agency, Stage, and Actions.
| Action | How to do it |
|---|---|
| Add a record | Click the Create button, or add an opportunity from any opportunity detail page in the Opportunities section. |
| Move to a different stage | Click the Actions menu on a record’s row and select the target stage. |
| Edit a record | Click Actions → Edit. |
| Delete a record | Click Actions → Delete. |
Related topics
- Tracking Government Opportunities — Finding and tracking opportunities to add to your pipeline.
- Team Simulation — Evaluating organizational fit at the Opportunity ID & Qualification stage.
- Proposal Generation — Generating proposals at the Proposal Development stage.
- Awards — Viewing awarded contracts at the Contract Award stage.
- Forecasts — Identifying future opportunities at the Market Identification stage.
- Campaigns — Outreach to contracting officers at the Long-Term Positioning stage.