ABSTRACT
A contract is likely to be won or lost by what goes on before, even well before, the RFQ or RFP has been issued. Take the following case, for example. Your customer feels that there is a need for increased capability in a system that you have been providing for years. With advances in technology, it is possible to provide that increased performance. Now, depending on how strategically important this business area is to your company, you can do one of three things:
1. Invest in the technology that is important to the customer. 2. Gather competitive information. 3. Wait for the new specification, and bid to it, and hope for the best.
