In general, procurements valued at more than $10 million are procured via Invitations to Negotiate (ITNs). This is highly complex and somewhat loosely defined process. The lowest scoring proposal sometimes wins and the highest scoring proposal sometimes loses. Final award recommendations are made on a committee-based determination of “best value” where “best value” is essentially in the eye of the beholder. It is not for the faint of heart. Chuck Cliburn has deep first-hand experience with ITNs and can provide valuable guidance based on decades of real experience.