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4
Pre-Proposal Work
Found an opportunity? Great!
In the last chapter, we discussed how the correct opportunities could
be selected and how the program manager (PM), perhaps operating for
a time as the proposal manager, could help identify opportunities that
would be successful. So once the target opportunity has been identied,
it’s time to relax until the customer’s formal request for quotation (RFQ)
or request for proposal (RFP) has arrived. Right? No, absolutely wrong.
A contract is likely to be won or lost by what goes on before, even well
before, the RFQ or RFP has been issued. Take the following case, for
example. Your customer feels t