That bidder who is awarded a contract because bid in unit price, total cost of operation, or value per dollar is lower than any of the bidders whose reputation, past performance, and business and financial capabilities are such that they would be judged by the appropriate authority to be capable of satisfying the needs for the specific contract.
Why do people buy? The answer may seem like common sense, but it is not. Most sales people have no idea why their customers buy. They assume that customers buy for their reasons, when in fact the o... [ more... ]
Tom Richardson and Augusto Vidaurreta are revolutionizing business strategy with Relationship Asset Management (RAM). They explain their approach in Business is a Contact Sport, in bookstores Septe... [ more... ]