Chapter 11
The Strategy Behind Your Responses
In This Chapter
• The rules you can’t break
• Offering solutions, not just responses
• Getting the team’s and top management’s commitment
• Current trends in procurements
As with any major undertaking, starting with a strategy for winning is a critical first step toward a win, so that’s why this chapter is all about basic principles for creating winning responses to customers’ solicitations. Here, you’ll find a list of rules you must follow to learn what to do and not to do. You’ll also learn how to offer a solution that can make a difference to the customer, rather than just going through the motions of a response. And you’ll learn what to expect of the leadership and management of your team and how ...

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