“I don’t want to do that because it will just upset them and they’ll make sure I don’t win.” This is a common concern I hear from clients when I help them review solicitations (invitations to bid (ITB), requests for proposals (RFP), or invitations to negotiate (ITN)) and draft their offers. But, this fear of “rocking the boat” is usually unfounded. This is why I frequently advise clients who hire me to help draft proposals to stick up for themselves by submitting “strategic” questions or filing “spec challenges,” which are bid protests challenging the terms of an solicitation.
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