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

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Chapter 18

Contract Award and Performance

The long road that defines the business acquisition life cycle comes to an end at contract award. All the hard work and scheming, late nights at the office, and enormous expenditure of corporate energy either culminate in victory or end in defeat. You either win or lose. There are no silver medals for a valiant effort. Few business experiences are more frustrating and disheartening than losing a proposal, especially a major effort in which you have invested months or even years. On the other hand, there is no substitute for the sense of exhilaration and accomplishment that comes from a winning effort.

The key is to win consistently. That has been the purpose of this book: to show you how to gain competitive ...

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