Back in the salad days of the environmental consulting business, requests for proposals (RFPS) would arrive in the mail almost faster than we could respond. We won our fair share, not to mention the sole-source awards that represented a sizable portion of our sales. There was more than enough work for everyone. Life was good then—perhaps too good. Now that things are much more competitive, we struggle to overcome the bad habits we developed when work just walked in the door. Most consultants' business development approaches are still largely reactive; most of us still wait for RFPS.
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