A web search might turn up press releases and news stories that suggest what the problem is.Sometimes a visit to web sites run by your prospective client's competitors will be revealing.The competitors may be hinting at weaknesses or problems that your proposal is intended to fix.
How else can you find out what the customer's needs are? One way to start recognizing customer needs is to work backwards from existing projects or contracts you have with similar companies for similar products or services.In other words,if you have written this kind of proposal before,perhaps reasons that drove that opportunity are relevant in this new opportunity.
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PlanetUSA
