The Different Customer Roles in Vendor Selection

  |  April 14, 2009

In the proposal evaluation process, different people play key roles at different points in the vendor selection process. The entire body of people involved in the decision are the Decision Making Unit or DMU. Your goal is to identify the key person who has the power to say "Yes!" to your proposal. To do that, it helps to understand the various roles people play. Read More

Proposal Espionage, a Cautionary Tale

  |  April 13, 2009

What would you do on a big RFP if Col. Johnson, the man in charge, were to call you and tell you to watch for the BAFO amendment, but you probably don't need to do much, since your bid at $16.4 million is way low, as the second bid is $19.2?

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How to Capture the Win

  |  April 9, 2009

Capture management involves developing an understanding of the customer, the solution, and the competitive environment, and then turning that understanding into a plan for how to win the bid. One can never have enough information. Like the pursuit of perfection—impossible to achieve but necessary to try. Read More