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How are we going to execute it? How are we going to manage it? Why are we qualified to do it? How much is our price? Can we do it within cost and on schedule? Six Basic Proposal Principles You never get a second chance to make a first impression A good proposal will not always win, but a poor one will almost always lose Bus. Development is doing your homework (studying)。 proposals are taking the test Proposal Management is where democracy stops Evaluators expect to see quality reflective of the time allotted to prepare the proposal Write to win, or don’t begin Typical Opportunity Scenarios Request for Proposal (RFP) Opportunity from Partner/BDM/Sr. Manager ? No RFP ? No formal requirements statement Reading an RFP: What to look for? Is the SOW what we thought?