Most government contractors are approaching business development completely backwards. They chase random opportunities, bid on contracts they have no business pursuing, overload their pipeline with garbage, and then wonder why growth feels impossible.

In this episode, Michael LeJeune sits down with GovCon BD strategist Brian Long to break down what actually creates momentum in government contracting. They unpack why knowing your niche matters, how to build a pipeline that isn’t a dumpster fire, why most companies enter opportunities way too late, and how to stop wasting time on contracts you’ll probably never win.

This conversation is packed with practical insights around capture strategy, qualifying opportunities, pipeline management, teaming, and the mindset required to succeed in business development.

If your pipeline feels chaotic, this episode is going to hit home.