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Introduction There are two aspects of competition to consider in any proposal.
First, who is proposing against you, and secondly, who is the direct competition of your prospective customer. If you propose often, then you probably know who your own competitors are. The prospect will generally identify the other firms they are considering if you ask. You might want to create files of information on each competitor to give you information to use in future proposals. By asking the prospect why different competitors were asked to bid, you will get an idea of the perceived strengths of each one, as well as your own strengths.