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IT Services: Costs, Metrics, Benchmarking, and Marketing by Robert E. Matthews, Thomas R. DiPasquale, Anthony F. Tardugno

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3.1. Establish Management Buy-In Early

Sign-off on the proposal does not occur the day it is presented to management. If you hope to gain sign-off, concurrence from the management team must occur well before the proposal is submitted for their final review. This concurrence can be easy if you establish management buy-in early on in the proposal development phase. It is important to keep the management team close to your progress through direct involvement in the way of a very strong communication and feedback loop.

Frequent proposal status and review meetings will ensure that you have management's buy-in as you progress through development. Be sure to solicit and incorporate each member's direct input even if you have to do it through one-on-one ...

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