Michael A. Terrell wrote:
We were so niche that we usually got the frantic phone call asking,
"Is there any way you can make model # XX do this?" Some systems
took a lot of time to bid, but they were usually sure they would get
it before spending much time preparing a bid.

I remember a few times where a contract went to a lower bidder, and then
later the contracting agency would come back to us with their hat in
their hands and ask if we'd be interested in submitting a new bid for a
slightly modified system. That was a clear sign that the low bidder
couldn't deliver, and you can be sure the folks involved in the rebid
knew that there wasn't going to be any competition..