It happens to all of us: an RFP comes across our desk and someone says 鈥淕o!鈥 You contact the owner and the design team to gain an understanding, then submit a proposal. Then you wait鈥 and wait鈥 until that 鈥渢hanks but no thanks鈥 letter arrives. The owner provides a debrief but the unspoken truth is that you don鈥檛 know enough about that client let alone the project. Winning takes more than visiting a project site after an RFP hits the streets and submitting a sound proposal. The best submittals come from years of relationship building and information gathering.
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