On the other side of point 3, as a person whose role is building analyses and products (often on spec or as part of a pilot project), a clear process for the pi

On the other side of point 3, as a person whose role is building analyses and products (often on spec or as part of a pilot project), a clear process for the pilot or spec-work, as well as a clearly defined set of deliverables (the product(s), a report, and a methodology workflow, a demo, whatever), is just as (if not more) important for your success as it is going to increase the likely hood of you getting the contract. The more structured my pilots have been, the higher the success rate has been in terms of turning them into contracts. This also is a time where you can set and measure client expectations (so that sales/ account managers), don't get out of control with their promises.