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Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts by Tom Sant

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After the Decision Has Been Made

The decision has been made. You won. You lost. The award was split between you and a competitor. Regardless of the outcome, there are still things you can do to learn and possibly to influence the future. Some of these activities include:

  • Debriefings

  • Win/loss analyses

  • Research to prepare you for the next opportunity

  • An internal review of the proposal creation process, identifying any lessons learned

Debriefing

If you were competing to win business from the federal government and have been notified that you did not win, you have the right to receive a debriefing after the decision has been announced. This is a legal right which you can exercise under Federal Acquisition Regulation Part 15.506. Among state and local ...

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