Price Is NOT the Reason Why You Lost the Deal

While only 7% of the maximum-priced bids are awarded the deal, ONLY 4% of the lowly-priced bids sooner or later win the deal. 52% of the technically better bid ended up bringing up the rear, while 80% of the bids are awarded to the incumbents. To win, you need a sharply shopper-alert tactic to attend to shoppers’ real concerns, and then put out the right prose for the right value proposition via a well-positioned and premeditated request that complies with the shoppers’ criteria.

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