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Successful Proposals: Understanding a Customer Needs vs. Wants

Successful Proposals: Understanding a Customer Needs vs. Wants

by Dr. Richard Nathan | Apr 17, 2013

Successful proposals respond to the needs presented in the RFP. However, successful proposals also respond to “invisible” issues that influence decision makers: their “wants.” We find out needs and wants through successful marketers, or business development staff. The...

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