52 • Program Management in Defense and High Tech Environments
very dependent on your company’s culture (and available funds). e key
theme, of course, that you will want to present is this: the more money that
is allocated for pre-proposal work, the better the chance of winning. In fact,
it is generally accepted that money spent early in the procurement cycle is
much more eective than money spent in developing the actual proposal.
is makes supreme sense when one realizes that in the pre proposal phase,
the proposal strategy is developed—and the sta at that time might only be
one or two people. When the proposal eort starts in earnest, there might
be 10 or more people executing that strategy. It certainly makes more sense,
eciency-w