ABSTRACT
The job acquisition process requires the proposal people to transfer to the execution people a whole set of documents that will be the basis for the next phase. This chapter shows the complete cycle that aims at and leads to the acquisition of new jobs, the lymph of every company that operates by projects, as opposed to routine sales of products. In a more general case, experience shows that a contractor has an interest in having prior knowledge about the projects, therefore, involving itself in the very initial stages during which the project owner conceives the project. Everything in the project owner's management should be set to match the timing, from market strategies to product strategies, from financial strategy to manpower planning and so on. Generally, territorial people are the "owners" of potential projects in the regions or areas assigned; among their tasks, they are responsible for the maintenance of the sales funnel.
