Chapter Outline

The development of proposed solutions by interested contractors or by the customer's internal project team in response to a customer's request for proposal is the second phase of the project life cycle. This chapter covers this phase, which starts when the RFP becomes available at the conclusion of the needs identification phase and ends when an agreement is reached with the person, organization, or contractor selected to implement the proposed solution (see Figure 3.1). You will become familiar with

• proposal marketing strategies and the bid/no-bid decision
• the development of winning proposals
• the proposal preparation process and the elements that may be included in a proposal
• pricing considerations
• the evaluation of proposals
• types of contracts between the customer and the contractor

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