Your PM heard it, but winning just isn't worth it to them

▤ Summary

This article explains why project managers in federal contracting often fail to surface sales opportunities they hear from customers. It argues that the current operating model turns opportunity-sharing into extra unpaid work, so PMs stay quiet instead of triggering a capture effort. The piece highlights how high billable targets, limited resources, and unclear ownership cause valuable intelligence to die inside delivery teams. It also shows how agencies' changing priorities are creating hidden opportunities inside existing customer relationships. The main takeaway is that leaders need a system that makes sharing opportunity information safe and worthwhile.

▦ Linked Companies