How to Thrive in Turbulence: GovCon’s Winning Edge

Despite federal budget tightening, delayed procurements, and market uncertainty, some government consulting firms aren’t just surviving, but thriving in the GovCon turbulence. In a recent LinkedIn poll, we asked: Why has your company thrived despite government cutbacks and slowdowns? The answers paint a clear picture of what sets high-performing firms apart, and it’s not luck. It’s strategy, agility, and a strong operational foundation.

Diverse Contracts Base – 33%: A broad mix of contract types, agencies, and contract vehicles spreads risk and keeps revenue flowing even when one sector slows down. Firms that don’t rely on a single customer or contract type can thrive during procurement delays and budget shifts.

Skilled Team and Training – 27%: Talent is a competitive advantage—especially when it’s backed by continuous professional development. Companies that invest in staff, capture training, and proposal skill-building position themselves to create the highest-scoring proposals that win contracts.

Strong Capture Strategies – 24%: Companies that proactively identify, shape, and position for opportunities long before the RFP drops are more likely to win. Capture excellence means understanding customer needs, building relationships, and creating compelling, differentiated solutions.

Focus on Agency Priorities – 16%: Aligning solutions to an agency’s mission, current challenges, and strategic goals can be the difference between a “good” proposal and a “must-award” win. This approach requires deep customer knowledge and targeted solutioning.

Conclusion

Thriving companies don’t just react to the market—they shape their success through intentional strategies and investments. Whether it’s diversifying your portfolio, strengthening your team, sharpening your capture processes, or aligning more closely with customer priorities, each aspect can significantly improve your resilience and win rate. At Lohfeld Consulting, we help companies turn these best practices into measurable results. If you want to be in next year’s “thriving” category, now’s the time to start building the strategies that will get you there. Contact us today.

Relevant Information

• Use Mega Bids to Drive Business Growth in August 2025

• How to survive and thrive under FAR changes

• GSA MAS vs. OASIS+: Unlock the Better Growth Path

By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow

Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals. As the premier capture and proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Capture Planning and Strategy, Proposal Management and Writing, Capture and Proposal Process and Infrastructure, and Training. In the last 3 years, we’ve supported over 550 proposals winning more than $170B for our clients—including the Top 10 government contractors. Lohfeld Consulting Group is your “go-to” capture and proposal source! Start winning by contacting us at www.lohfeldconsulting.com and join us on LinkedIn, Facebook, and YouTube^(TM).