OK. You just spotted an RFP on the Federal Business Opportunities (FBO) website that is a perfect match for your government contracting business. It’s exactly the kind of work you do and unquestionably the type of expertise and experience your company possesses. So you need to immediately gather the troops and get everyone started on writing the proposal. A no-brainer right? Wrong. Before you do anything, you need to answer these questions. Do you really know this customer and truly understand the issues behind the proposal? And even more importantly; does this customer know you? If not, you may be in serious trouble.