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Domain · Execution

Walk me through what actually happens from an RFP landing on your desk to signing a large multi-year outsourcing deal, and where these pursuits most often break down.

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It starts with a qualify decision — bid/no-bid — because pursuits are expensive and you can't chase everything; I look at whether we can win, whether it's profitable, and whether we're incumbent-disadvantaged.…

The full answer: structure, worked example, likely follow-up.

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