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Evaluating Your Competitors’ Capabilities: Where to Start?

It goes without saying that winning government contracts requires a thorough and intimate understanding of the customer’s wants and needs. In positioning to win, however, it is equally important to understand how other companies (competitors) will attempt to meet those needs. In attempting to study and evaluate your competitors, one…

Understanding Your Customer’s Budget

Can you afford NOT to know what your customer can afford? Your company has products and services to offer, and you have identified a customer who needs them (or something like them) and plans to procure…