Several years ago I got word that a large tech company was going to send a “Request for Proposals” out to several vendors for a large consulting and training contract.

My advantages – I had already worked with several divisions of the company. I understood the culture – its habits, strengths, and weaknesses and “lingo”. My work had gotten consistently good ratings from the groups I had worked with.

My disadvantages –Would the decision-makers worry that my “lean and mean” operation could not deliver on a huge contract?

Who were the decision-makers, and how would they decide?

What were their decision-criteria?