ABSTRACT
The goal of this chapter is to help Bid Managers support the sales process, not turn Bid Managers into sales people. The intended audience is people from a non-sales background who end up managing bids. However, even experienced sales staff may find some of the methods described useful. Sales awareness is promoted so that sales driven events are better understood. Methods are put forward that will help the bid team support the sale more effectively (Figure 13.1).
