So take the time early in your relationship to ask a key question. Ask this individual to provide detail relative to the decision-making process, including the identities of the key decision makers. If you can extract this information, you will have a much better understanding of the task that lies ahead of you. You will also know if you need to focus your attention farther up the management chain. If you have a business that requires bidding on competitive contracts, you risk putting a great deal of effort into opportunities you don't have a chance of winning, even though they seem great at the time.
Every organization has an annual budget, typically approved the previous year.
If there are no funds earmarked for your product or service, you won't be able to make the sale, no matter how hard you try. Even offering a free trial up front won't help if there is no cash allocated to pay for your product later. If there is money allotted, find out how much. What is it going to take for you to submit the winning proposal. Cutting your price.