For your own business, interview the manager who owns the vacancy. For market research, do not infer employee motives or contact candidates as a substitute for permission-based buyer research.
Ask:
- Is this a replacement, growth or succession role?
- Which parts of the last bid consumed active effort?
- What work requires experience versus repeatable preparation?
- Does the team already have software it is underusing?
- Who can own a pilot without undermining bid delivery?
- What outcome would justify spending even if headcount stays unchanged?
Record each answer as supplied evidence, a measured observation or an unresolved hypothesis.
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