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Winning Government Business, 2nd Edition by Steve R. Osborne

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Chapter 7

Pre-Proposal Phase Activities

There is no clear demarcation between long-range positioning and the pre-proposal phase of the business acquisition life cycle. In fact, the two phases overlap. Long-range positioning is an ongoing activity. Its focus is more general in nature, but it feeds information into the pre-proposal phase. The pre-proposal phase is specific to a single program. It is entered once enough information exists to make a bid decision and to begin formulating a bid strategy. This should be at least 12 months or more before a formal RFP is released.

More often than not, the seeds of victory or defeat are sown during this phase. This is when the government transforms its need into a formal RFP. It is also during this period ...

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