Chapter 11


Win or Lose Protocols for Continuous Improvement


Whether you win or lose, always debrief with the customer and your own organization.

As often as we claim with unfettered certainty that proposals are not isolated events, we admit that it’s hard not to think of them as such. The actual response period from receipt of the RFP to proposal submission is precisely defined, and during that time people work in ways that they don’t at any other time. The proposal project seems self-contained, the work itself a hybrid set of tasks and activities, and many of the people who work on proposals have “real” jobs elsewhere in the company. They weren’t hired to contribute to proposals, and we’ve found that, almost ...

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