• Where companies move heaven and earth to respond to inconsistent and difficult-to-interpret Requests for Proposals (RFPs) against hard deadlines • Where RFP issuers routinely ask for twice as much information as can reasonably be gathered and presented in the time allowed • Where many RFP responders use a cannon-fodder approach to proposal teams, throwing people at the mountain of work with little direction as to what matters and what doesn't • Where many proposal managers are first-timers, chosen for their technical/business expertise rather than their process management or marketing knowledge
These factors combine to make a perfect storm of a work environment: The stakes are high, the teams are unprepared, the time is short.
