Proposal activity is rising, but win rates and capture rates are declining—forcing firms to rethink how they pursue, prioritize, and convert opportunities.
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Business development is evolving as firms face a growing gap between increased pursuit activity and declining conversion rates. This guide explores what’s driving that shift—from economic uncertainty and rising competition to changing client expectations—and how firms adjust their approach to pursue work more strategically, allocate resources more effectively, and build a stronger, more reliable pipeline.
See how more selective pursuit decisions improve win probability and efficiency.
Learn why stronger client connections and early positioning drive better outcomes.
Understand how disciplined processes help turn pipeline into real revenue.