In this episode of The Peel, Shelley McGuire catches up with ENcompass Consulting Group's Eric Nusbaum, CEO, and Dan Abernathy, CGO and Head of BD Consulting Practice, to discuss the top business development best practices shaping GovCon in 2026.

From defining what truly differentiates your company to building smarter pipelines and improving capture strategies, the conversation dives into the evolving realities of federal business development. Eric and Dan share why too many companies treat pipelines as “set it and forget it,” how RFIs are increasingly being used as down-select tools, and why positioning with agencies earlier than ever is becoming critical for success.

The discussion also tackles the impact of tighter budgets, DOGE-era staffing cuts, and the rise of fractional BD support models that give companies flexibility without sacrificing growth. And of course, no BD conversation would be complete without AI. The team breaks down where AI can genuinely improve efficiency—and why it still can’t replace human-led relationships, strategy, and capture expertise.

To connect with Eric, visit him on LinkedIn here.