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                            This Guest paper was submitted for publication 4/27/13 and is copyright to David Harrison, © 2013.
                            This paper is an update of a paper originally published in 2008.
                            Published here December 2013.

                            Notes:
                            PQQ = PreQualification
                                Questionnaire
                            ITT = Invitation To
                                Tender
                            RFP = Request For
                                Proposal

                            PART 2 | Introduction | Strategies and Tactics | Evidence
                            Content and Presentation | Post-tender Interviews | Summary

                            In this Part 3, we cover:

                            Strategies and Tactics

                             

                            Mistake #13 - Being outsmarted by competitors

                             

                            Mistake #14 - Pricing tactics that backfire

                             

                            Mistake #15 - Late surprises

                             

                            Mistake #16 - Running with the wrong partners

                            Evidence

                             

                            Mistake #17 - Performance data is threadbare

                             

                            Mistake #18 - Pretentious answers

                             

                            Mistake #19 - Poor references

                            Content and Presentation

                             

                            Mistake #20 - Demonstrating how your solutions will add value and reduce risk?

                             

                            Mistake #21 - Features and benefits

                             

                            Mistake #22 - Poorly written and poorly presented documents

                            Post-tender Interviews

                             

                            Mistake #23 - Snatching defeat from the jaws of victory

                            Summary

                             
                            PART 2  PART 2

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