smaller the number of competitors, the more likely the client has done due diligence and is ready to select; greater numbers suggest that a client is still in the information-gathering process. The type of competitor we are facing can be revealing. For instance, assume we are bidding on a process improvement initiative, and
tip- to judge competetion, ask for the number of bids. if the bids is less than 3, it is a narrow selection and if it is more than 3, then the client is in an information collection process.
