Selection happens long before the deadline. Coverage of capture planning, qualifications packages, compliance, interviews, and the debriefs that make the next submittal better.
Knowing what projects are available is useful. Knowing why they are happening, who is influencing them, what clients are thinking, and how to position your firm to pursue them is business intelligence.
For small and mid-sized AEC firms, discovering an opportunity when it is advertised isn’t necessarily a failure of business development.
The RFP is the end of the buyer's process, not the start of yours. Here's what firms that win consistently do before the RFP ever drops, and why response-only firms keep finishing second.
