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You have picked the opportunity. Now what? You have to develop the opportunity – build the relationships and create your brand and position in the market and with the customer, long before the RFP is released. If you are the incumbent – and this is a rebid – that obviously means doing the best work possible. [...] How does your organization choose opportunities? In an economic downturn, the panic response is to try to sell everything to everybody. The result – other than the occasional stroke of dumb luck – is that nothing is sold to anyone. Remember that there are also several competitors out there, who are trying to meet their sales, revenue, [...] |
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