• How do your plans align with theirs?
  • How do the features of your proposal align with challenges the customer faces?
  • How do project elements align with the customer’s priorities?
  • How will your approach position them better for the future?
  • What improvements will you make to the existing environment?
  • How is your approach cheaper or more efficient?
  • What discriminates you from your competition?
  • Have you described all of your capabilities and how they may benefit the customer?
  • How do your corporate culture and values map to the needs of the project?
  • Can you provide any references or testimonials?
  • Has your company won any awards that are relevant?
  • Has your company had any articles published that are relevant?
  • Is this project large enough to be considered important to your firm?
  • Is this project so large that it will overextend your firm?
  • What kind of return on investment do you project for the customer?
  • How will your firm invest in the outcome?