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Winning Government Business, 2nd Edition by Steve R. Osborne

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Chapter 2

Anatomy of a Government RFP

My first encounter with a government request for proposal (RFP) occurred in 1978. Having just left the faculty of Arizona State University, I was familiar with sorting through reams of technical journal articles. Yet, I was totally unprepared for the trauma and confusion of finding my way through what appeared to be a disorganized collection of regulations, requirements, and instructions. Worse still, I had an important proposal assignment. Frankly, I did not have a clue about where to start or what to do. No one bothered to explain the organization, content, or importance of the various RFP sections. Instead, I learned by trial and error (mostly error).

Since then, I have read hundreds of RFPs. I wish I ...

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