WHEN SELLING MACHINE TOOLS TO THE U.S. GOVERNMENT, COMPANIES SHOULD ADHERE TO SEVERAL BASIC PRINCIPLES. FIRST, KNOW THE CUSTOMER AND HAVE THE CUSTOMER KNOW YOU. THIS INCLUDES LEARNING WHAT CONTRACTING PERSONNEL REQUIRE IN PROPOSALS AND WHAT THE END-USERS NEED. IT ALSO INCLUDES EDUATING THE END-USERS REGARDING YOUR COMPANY'S PRODUCTS. SECONDLY, READ AND UNDERSTAND THE SOLICITATION. OBTAIN CLARIFICATIONS BEFORE THE SOLICITATION CLOSES. THIRD, SUBMIT A COMPLIANT PROPOSAL. THIS INCLUDES SUBMITTING ADEQUATE DESCRIPTIVE LITERATIVE AND ADHERING TO FOREIGH CONTENT CERFICATIONS. FOURTH, PROBE AND POSSIBLY CHALLENGE AWARDS THAT SEEM FLAWED. SEEK IMMEDIATE DEBRIEFINGS AND, IF MERITED, FILE PROTESTS.
| Number of Pages : | 37 |
| Published : | 06/01/1990 |
