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The Complete Idiot's Guide to Getting Government Contracts by John C. Lauderdale

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Chapter 2
Taking the First Steps 2 Toward a Win
In This Chapter
• Cultivate customer relationships
• Know your competition
• Have a solid marketing plan
• Make careful staffing decisions
Now that you have an idea of the critical elements of success in winning government contracts, you’re ready to start taking action toward that win. The process of writing proposals to respond to a government contract opportunity is a long and winding road—as in expensive—so we devote several later chapters to the details necessary to help you navigate that road. For now, let’s look only at the highlights of some initial steps you should take as you set out.
This chapter focuses on several important things to do from the get-go. We discuss building relationships ...

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