It’s 8:07 a.m. and it’s a pipeline review. Coffee’s cold, the pipeline is thin, and the CEO just said, “We’re the incumbent, we’ve got glowing CPARS, the program manager is tracking this… we should be fine.” You know better. Vehicles decide the battlefield, capture starts a year earlier than anyone wants to admit and win rates don’t care about wishful thinking. You are watching the Federal market and expect org charts and procurements to move under your feet.