Think back to the last contract you...

Think back to the last contract your firm didn't win. Can you propose your finger on why you lost? Did you bid too high? Not enough experience? Politics? vicious bow tie? Tacky blouse?
The real answer may be construct in "The Inside Scoop: Proposals and Interviews from the Client's Perspective," at Marcy Steinberg, president of Cynosure Communications, Tucson for the Society for Marketing Professional Services. Her 122-page report analyzes the deductions of an extensive survey of developer universities, hospitals, public agencies, and other A/E/C clients as to what they liked