Influence Hack #4 - The Proposal - How I Created a Winning Strategy and Scored a Big Contract
Article Written by Elaina Zuker
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?
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