Targeting a Specific Opportunity
In This Chapter
• Discovering opportunities
• Dealing with surprise solicitations
• The four proposal drivers
• Bid only to win
• Bid decision point #2
At this point, you’ve at least tentatively decided to make a bid on an opportunity. From the discussion in Chapter 7, you know more about the customer you’ve targeted—or at least know how to learn more. You also know something about the competitors going after the same customer or already doing work for that customer. So now it’s time to move ahead and conduct the final analysis of a specific opportunity before you begin spending real money on it. The steps you take to do this analysis will not only help you build a strong case for a winning bid but also ...