Start Business Development When the RFP Comes out?  Not if You Want to Win!

Firms that do their homework in advance of the release of an RFP tend to have a better understanding of what the client wants, and therefore can pull together a more responsive (and often winning!) proposal. Start with getting to know the client: What are the issues facing the client? What are the underlying issues that the client may or may not be sharing with you? Who are the constituents and stakeholders who have a vested interest in the work of the client? What firms have done work with your client in this technical area? How has the work gone? Is there an incumbent? To find out the answers to these important questions, start by establishing relationships with specific people at the c

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