
e Proposal Process for a “Typical Program” • 77
formally included in the PO or its attachments. Even if you “trust” your
technical counterpart’s word, the customer may not have the ability to
defend the informal “clarication,” or the customer’s representative may
be reassigned to another project, and in fact (and in law) all that binds the
party is the written PO.
BUT WHAT IF YOU LOSE?
We have spent some time talking about the endgame and reaching and
documenting clear agreement. But, of course, you should not expect to
win every program you bid on. is is never a happy event—work that you
thought you would have, that you arranged stang fo ...