Federal News Network: How volatile was 2020 for contractors? Deltek’s survey tells us

“Feast or famine—that was how many government contractors described 2020.

Between the pandemic, pivoting to remote work and dealing with the uncertainty of the entire year, Deltek’s 12th annual Clarity Government Contracting Industry Survey offered more clarity into the volatile year that was, and provides in-depth details on how vendors say they dealt with, survived, and, for some, thrived during the pandemic year of 2020…”

“’Given the global pandemic, there was a lot of volatility that was faced. And one significant thing we did see was businesses telling us that coordination with clients was a real top priority for them and pivoting to being successful in that virtual,’ said Dan Firrincili, the senior manager for product marketing at Deltek, in an interview with Federal News Network. ‘For example, we asked what the top challenges were through the pandemic, and 63% of respondents called out that just coordinating with clients was a top priority for them. In addition to that, there was that there is a lot of optimism that’s in the industry as well; that’s reflected in the report. One data point to share there is that I believe it was 71% of the survey takers, and that includes small, medium-sized and large businesses indicated to us that they expect that their government sales are going to bounce back in a big way in 2021.’…”

“Survey respondents said their win rate was relatively flat at 40%, with medium-sized businesses struggling more than others at 34% and small businesses seeing an increase of 3% over 2019.

‘It’s typically a key benchmark for us on the business development side. I think the note on win rate, perhaps, is just to keep in mind for the federal BD trends is that win rate can be affected by your aggressiveness in terms of how aggressive are you being in seeking new business,’ Firrincili said. ‘For example, a company that’s bidding in safe situations where maybe they have the relationship that’s very much established and they know that they’re going to win, they may have and may report to us a higher win rate, but they might, as a result, be overlooking some opportunities and limiting themselves to a lower base of possibilities.’…” Read the full article here.

Source: How volatile was 2020 for contractors? Deltek’s survey tells us – By Jason Miller, August 24, 2021. Federal News Network.


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