Setup Your Pipeline

This lesson shows you how to build the foundation of your government sales pipeline, the system you’ll use to track, qualify, and advance opportunities. You’ll explore two main options; using a simple spreadsheet or adopting a CRM and learn what information to capture, from opportunity details and estimated value to stages, contacts, and win rates. The focus is on creating a pipeline that gives you visibility, clarity, and measurable data to guide your business development efforts.

You’ll also get guidance on why separating your CRM from bid-matching platforms is often the smarter long-term move. With a downloadable template and clear recommendations, this lesson helps you set up a pipeline you’ll actually use, giving you the dashboard you need to make faster, better sales decisions.