Glossary / Business Development, Management
Opportunity pipelinePipeline
A pipeline is the working list of openings a company has decided to pursue, with each at a stage: identified, qualified, capture, proposal, submitted, awarded or lost. Each row carries the buyer, the expected value, the release and due dates, the set-aside, the incumbent and a probability of win. A pipeline is weighted when each value is multiplied by its odds, which is how a firm estimates the revenue it can expect from the list.
Why it matters to your pipeline
A pipeline turns a flood of notices into a plan: what to chase, what to drop and when the proposal work lands. Buyers also ask about it indirectly, through questions on capacity and past performance that a disciplined pipeline makes easy to answer. In GovSmith the pipeline is the shared record the client and the vCM work from, and GovSmith AI reads it to answer questions about what is next.
When this term shows up in an opening GovSmith finds for you, your vCM explains what it means for that pursuit and does whatever it calls for. You decide; we do the work.
Example
A facilities firm keeps twelve openings in its pipeline. Four are qualified and in capture, three have proposals due in the next sixty days, and one $4.2M award is pending. The weighted value of the list is $6.8M, which tells the owner how many estimators to keep busy.
Find out what applies to you
Some terms will matter to your business right away and some won’t for years. A vCM can tell you which are which.