In this episode, we explore how trust is earned—or lost—through the way you complete your Returnable Cost Schedule and engage in negotiations with Defence. Learn why blank fields and vague entries like “included” can undermine your bid, and how to prepare for structured, high-stakes Defence negotiations. Featuring insights from Professor Anthony “Espo” Esposito, this episode breaks down what Defence evaluators are really looking for: clarity, honesty, and value for money. Whether you’re finalising your pricing or gearing up for negotiation, this episode gives you the mindset and tools to stand out for the right reasons.

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