Assignment 4

Assignment 4 - ENCE 320 Chapter 3 Questions p.71 1....

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ENCE 320 Chapter 3 Questions p.71 1. Describe pre-RFP/proposal marketing. Pre-RFP/proposal marketing is designed to put a contractor in a better position to win a contract. Companies build relationships with customers and therefore are more likely to draft a winning proposal because they are more familiar with the needs of the customer. 2. Bid/no-bid decisions. Contractors make bid/no-bid decisions because there is a cost associated with drafting a proposal. If a contractor feels he is likely to win a job, he will pursue a proposal; otherwise he is likely to take a no-bid on that job if he assumes that it is highly unlikely that he will win the bid. Factors associated with the decision include: competition, risk, mission, extension of capabilities, reputation, customer funds, proposal resources, and project resources. 3. When should a contractor bid? Bid A contractor should bid on a job in which there is minimum competition with a client that he has worked with before.
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This note was uploaded on 04/07/2008 for the course ENCE 320 taught by Professor Cable during the Spring '07 term at Maryland.

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Assignment 4 - ENCE 320 Chapter 3 Questions p.71 1....

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