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

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Chapter 5

Long-Term Positioning

The starting point for long-term positioning is your strategic business plan. If you do not have a plan, your business plan and sales forecast will have to fill the bill. As the words imply, long-term positioning refers to activities performed long before the government prepares an RFP. These are activities designed to put your organization in a position to achieve its business goals. Long-range positioning comprises two key tasks: (1) building a strong relationship with your customers and (2) collecting marketing intelligence about future procurements, customers, and competitors. This information must be fed back into the organization, where it can be stored and evaluated to guide future bid efforts.

The role ...

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