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Description
Before the Bid is a practical field guide for business-development professionals in the contract furniture industry. It explains how elite hunters identify projects early, map the people shaping the decision, create access, and influence the opportunity before specifications are written and the bid process begins.Through industry-specific strategies, realistic fictional examples, and actionable frameworks, Scott A. Hartkopf shows readers how to build market intelligence, strengthen relationships with architects, designers, brokers, contractors, and end users, and convert weak signals into qualified opportunities.The book also examines how AI is changing business development. It shows hunters how to use AI to uncover signals, research accounts, prepare for conversations, and manage pipelines without surrendering the judgment, credibility, and human relationships that ultimately win business.This is not a book about responding faster to bids. It is about arriving early enough to shape them. Read more
Accessibility : Learn more
Publication date : August 1, 2026
Edition : 1st
Language : English
File size : 2.4 MB
Screen Reader : Supported
Enhanced typesetting : Enabled
X-Ray : Not Enabled
Word Wise : Enabled
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