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After you've submitted your proposal, you may be invited to a second round of competition, or negotiations. For Government procurements these are usually called "Best and Final Offers" (BAFO) or "Oral Presentations." You should consider this more of an opportunity to lose than a chance to get ahead. All of the firms being invited for a BAFO or Oral Presentation are considered qualified. That's why these sessions are often called "Beauty Contests." If the selection panel is having any difficulty deciding, they use their impressions of your team to make the final choice. Next page in the Magic of Winning Proposals | Senior Management | Marketing Manager | Proposal Manager | Proposal Coordinator | Accounting | Contracts |
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