How to Overcome Threats to Pipeline Disruption

The federal contracting landscape is undergoing significant changes in 2025. With the rollout of Federal Acquisition Regulation (FAR) 2.0, new Executive Orders, and greater emphasis on innovation and flexibility, the government’s acquisition approach is evolving rapidly. Agencies are encouraged to streamline procurements, decentralize decision-making, and adopt cutting-edge solutions; however, for government contractors, these changes have created significant uncertainty. Longer delays in RFP releases, reduced transparency into agency needs, and inconsistent procurement timelines have made it harder than ever to maintain a predictable business development pipeline. Capture teams are stretched thin, intel is often incomplete, and firms are being forced to do more with less.

Pipeline Survey Says

To better understand the most pressing pipeline challenges, we asked our LinkedIn network: “Given the evolving federal government contracting landscape, what is your biggest challenge in maintaining a healthy pipeline of opportunities right now?” Here’s what 125 bid and proposal professionals told us.

• Delayed RFP Releases – 43%
  Nearly half of the respondents cited RFP delays as their top challenge to building or maintaining their pipelines. As agencies navigate policy shifts, funding uncertainty, and evolving requirements, RFP timelines have become increasingly unpredictable. Contractors face extended pursuit cycles, postponed resource commitments, and weakened momentum across the pipeline.
• Weak Pre-RFP Intelligence – 35%
  Without early insight into agency pain points, acquisition strategies, or incumbent performance, teams are operating at a disadvantage. Weak intelligence makes it difficult to shape the opportunity, influence the requirements, or build a robust pipeline, as many government agencies churn to keep up with changing priorities.
• Limited Capture/Business Development Resources – 13%
  Many firms have had to lay off staff or restructure their business development, bid, and proposal teams as the government cancelled or decreased the size of their contracts. With fewer staff and constrained budgets, companies often skip early engagement and solutioning.
• Poor Opportunity Fit – 8%
  While this was the least cited challenge, it remains important. Even if the pipeline appears full, if opportunities don’t align with your core capabilities, past performance, or price-to-win profile, they dilute your focus. Smart firms are applying rigorous qualification criteria to target what they can truly win.

Conclusion: Turning Obstacles into Opportunities for Pipelines

Pipeline health isn’t just about volume—it’s about visibility, timing, and readiness. The firms that win in 2025 will be those that:

• Prioritize strong pre-RFP engagement with customers and partners
• Invest in scalable capture and proposal resources
• Adjust pursuit timelines based on procurement trends
• Train teams to act quickly when the right opportunities emerge

At Lohfeld Consulting, we help contractors build high-performing capture and proposal processes that align with today’s realities. Whether you’re facing stalled procurements, weak intelligence, or resource constraints, we can help you turn pipeline challenges into competitive advantages. Click here to contact us. Let’s strengthen your pipeline before your next opportunity slips away.

Relevant Information

• Use Mega Bids to Drive Business Growth in July 2025

• The FAR Part 39 Overhaul—What Does It Mean for your BD team?

• The FAR Part 1 Overhaul—What Does It Mean for Your BD team?

By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow and Louise Fisher, CF.APMP

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).