A couple years into consulting, I had a client approach me who was concerned about a very aggressive competitor who was pursuing a contract that my client had held for ten years. The contract was a huge part of their business, and the competitor had been doing all of the right things to win over the customer–holding frequent meetings, conducting demos, meeting with all types of stakeholders, etc.
My client knew that if they didn’t create an outstanding proposal, they might lose the contract and have to rework their business.
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