Contents
PART 1 The Foundations of Winning Proposals
CHAPTER 1 Winning New Business from the Federal Government
Why Is Proposal Preparation So Difficult?
Puzzling RFP Structure and Content
Inconsistent or Confusing RFP Requirements
Lack of Proposal Skills and Experience
Key Characteristics Of Winning Bids
Gaining The Competitive Advantage
CHAPTER 2 Anatomy of a Government RFP
Section A: Solicitation/Contract Form
Section B: Supplies or Services and Prices/Costs
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