Index
Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking or tapping a link to get to the indexed material.
account-level activities, 51
accounts, guidelines for existing, 48, 50
active opportunities, 41. See also Looking opportunities
deciding when to compete for, 136–37, 138–42
competitive strategies for, 141–47
qualify, 139–41
request for proposal (RFP) and, 165–70
vision re-engineering and, 154–64
admitted pain, 19
alignment, with buyers, 87, 89
Art of War, The, 136–37
Bidder’s Conference, 170
Business Development Letters, 80–83
Business Development Prompters, 75–83
formats for, 75–80
letters, 80–83
buyers
alignment ...
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