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

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Chapter 8

Bid Strategy

Many bids are won or lost before the government releases the final RFP. How is that possible? How can you lose before the competition begins? To lose early, you simply need to let your competitors influence the customer in a way that gives them a decided advantage, or allow them to develop an effective bid strategy while you do nothing.

Once you decide to pursue a bid opportunity, you must address the key question: How do you plan to win? The operative word here is plan. Those who develop a systematic set of actions focused on capturing a future procurement gain competitive advantage. Those who fail to develop a plan or bid strategy rely on luck. Or they wrongfully imagine that they will win for some other reason, like ...

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