Having been on the buying side of large enterprise projects (up to $50 million) I was surprised at the number of vendors who simply look at a very small outline

Having been on the buying side of large enterprise projects (up to $50 million) I was surprised at the number of vendors who simply look at a very small outline of the project and decide not to get involved. Later on, back on the selling side, I now appreciate that "qualifying out" opportunities is definitely a critical activity otherwise you well spend huge amounts of money chasing stuff that you probably won't win or, worse, win and make a loss on.