Buying Signals Before the Solicitation: How Procurement Teams Are Learning to Sell Into RFPs That Haven’t Been Written Yet
Between 40 and 80 percent of buyers have already picked a preferred vendor before the solicitation ever hits the street, according to the capture management literature that trains federal contractors. If that number is anywhere close to right, the RFP a proposal team opens in the morning isn't the start of a competition. It's paperwork wrapped…