Many software services companies are not able to turn their individual project successes into a line of business that brings in additional revenue streams. At the root of this is the simplistic assumption that "if you build, they will come."
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Nowadays, even for large multimillion dollar deals, such presentations are often restricted to 30-45 minutes, followed by a 15-30 minute question and answer (Q&A) session where the evaluation committee members ask pointed questions about the solution proposed, the project plan, governance model, risk factors, risk mitigation measures, expectations from the customer organization, and financials. This is a make-or-break step that can determine the chances of your company winning the business, so it helps