According to research from the 2025 GAUGE Report, the most widely recognized benchmarking report in the government contracting (GovCon) market, forecasting sits at the center of strategic growth for GovCons. When leaders lack confidence in their forecasts, decisions slow. Hiring, investments, and expansion plans depend on trust in the numbers.
Data from the 2025 GAUGE Report reveals the following:
GovCons are submitting fewer proposals, even as competition intensifies.
Firms with project management offices (PMOs) submit 10 more proposals annually than those without (66 versus 56).
Forty-three percent of respondents cite deal flow and pipeline performance as top business development challenges.
Opportunities are harder to capture. Internal systems are stretched thin. Firms that modernize their forecasting will be best positioned to compete.
The forecasting reality check
Most GovCon leaders recognize forecasting’s importance but struggle to execute it effectively. The problem isn’t awareness, it’s fragmentation.
Proposal planning, resource management, and finance often operate independently. Capture teams pursue opportunities without knowing staffing capacity. Finance models revenue without real-time pipeline data. Operations rush to deliver once awards arrive and scramble to staff and manage bottlenecks.
Disconnected systems lead to unreliable forecasts. Wide variance in win rates across the industry confirms the point. Accurate forecasting starts with connected information and coordinated teams.
From silos to integration
Fragmented systems limit visibility. Integration creates a reliable foundation for forecasting by connecting market intelligence, CRM, proposal development, and ERP data in one view.
The building blocks include:
1. Market intelligence. Aggregate opportunities from federal sources, track buyer and competitor trends, and use past performance to prioritize pursuits.
2. CRM. Capture opportunities automatically, manage relationships, and maintain full pipeline visibility.
3. Proposal development with AI. Accelerate proposal creation, reduce costs, and improve compliance and accuracy.
4. ERP. Link forecasts to financials, staffing, and resources to model different delivery scenarios.
Each system adds value, but together they create a continuous, data-driven process that aligns forecasting with real-world conditions.
The impact of connected data
GovCons that integrate their systems consistently achieve measurable improvements:
Greater forecast accuracy – Reliable forecasts combine market intelligence with project and financial insight.
Smarter resource planning – Teams see bottlenecks early and align hiring or subcontracting to actual demand.
Predictable growth – Accurate forecasting supports confident investment and sustainable scaling.
These benefits reach every function. Capture teams focus on winnable pursuits. Proposal writers work efficiently. Finance gains a forward view of margins. Executives make better decisions faster.
AI as a multiplier for teams
Artificial intelligence is transforming proposal development. AI tools generate first drafts, check compliance, and reuse successful content from prior bids. This reduces cost and shortens turnaround time.
The technology doesn’t replace people—it strengthens them. Proposal teams can focus on strategy and storytelling while AI handles formatting, structure, and analysis. When connected to CRM and ERP systems, AI adds intelligence back into the pipeline, improving both planning and forecasting.
Turning integration into strategy
Integrated forecasting is more than a technology upgrade; it’s a business discipline. A single source of truth that spans market data, CRM, proposal tools, and ERP systems empowers GovCons to:
Target high-value opportunities.
Submit more proposals without increasing headcount.
Lower costs through automation.
Forecast revenue and staffing needs with precision.
When forecasting is unified, data becomes a strategic asset instead of a reporting function. Decisions gain speed and accuracy, and growth becomes intentional rather than reactive.
Leading with confidence in a competitive era
In an era where fewer opportunities exist and competition is rising, firms that unify forecasting will be the ones that thrive. The GovCon market is evolving quickly. Fewer opportunities and greater competition make forecasting a decisive factor in long-term success.
Organizations that unify systems and strengthen forecasting will act faster, plan smarter, and grow sustainably.
Now is the time to close the gaps between tools, connect data across departments, and build a forecasting foundation that supports consistent performance. The future belongs to firms that turn information into foresight…and foresight into confident growth.
As this year’s GAUGE Report makes clear, firms that unify systems and strengthen forecasting will be best positioned to grow predictably.
Unanet also offers plenty of opportunities for you to stay informed about your industry. We have an online customer community and meet-up groups for existing customers. We also have a deep resource library with best practices and guidance on how to succeed as a GovCon. For more on how we can help, check out our website and reach out with any questions.
