1. Contractors must make sure they do not bid too low or they might lose money even if they win the contract. Contractors must make sure they do not bid too high or they might lose the bid.

False

True

2. Pre-RFP/proposal marketing is an opportunity for a client to help customers identify areas in which the customers might benefit from the implementation of projects that address needs, problems, or opportunities.

False

True

3. It is important to build relationships with customers and partners, since customers generally prefer to work with people they know and can trust.

False

True

Not necessary in the industry and depends on the market

4. Contractors measure the success of their proposal efforts by the number of times their proposals are selected by customers and/or by the total dollar value of their proposals that are selected.

False

True

5. Because the development and preparation of a proposal take time and money, contractors interested in submitting a proposal in response to an RFP must be realistic about the probability of being selected as the winning contractor.

False

True

6. You must wait until formal RFP solicitations are announced by customers before starting to develop proposals. Do not be in a hurry to develop relationships with potential customers long before they prepare their RFPs

False

True

7. Just because the contractor has been selected as the winner does not mean the contractor begins the work right away. Before the project can proceed, a contract must be signed between the customer and the contractor.

False

True

8. Most companies have limited resources and preparing a proposal can be a time consuming and costly process.

False

True

Companies must make bid/no-bid decisions.

9. A _______________ is a selling document and its purpose is to convince the customer that you understand what the customer wants and that you are the best one for the job.

proposal

request for proposal

technical report

management report

cost report