In the previous chapter, we argued that the only real limitation on solutions is available funding. We also suggested that great solutions, when combined with trusted relationships with the government, can lead to the identification of funding. Solutions must respond to government requirements, but great solutions can also help government organizations realize their needs—their pain points. This leads us to the question of when to begin developing solutions. The trivial answer is when the RFP asks for a solution. This reactive approach, unfortunately, places the responding company at a severe disadvantage. One can always assume that the program office releasing the RFP has talked to some potential offers and heard ideas on how to structure the competition.