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Different markets lead to different practices.

I would imagine that good clients in security/pentesting fields probably have well-written RFPs, so an RFP in a market like this would be a positive indicator for a client.

In contrast, for web and iPhone projects (what I've been doing lately), RFPs are a very strong negative indicator. I have yet to find a well-written iPhone RFP.

I don't know, and that's a good question. Most security research proposals I've seen are crap, too. But then, in competitive proposal situations, we tend to win. So I'm an advocate of competitive proposal situations, be they formal RFPs or otherwise. =)

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