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Transcend price competition by winning on value
01-Mar-10 In tough economic times, it is essential to resist the temptation to win work solely on price. Tony Rice explains how to draw clients in by focusing on value Ask any consulting firm why it lost its last bid and the answer is generally: “We were beaten on price”. This seemingly endemic reason for bids failing to translate into orders is often more perception than reality. That said, in the consulting industry, particularly at the...To access this item, you need to have a current subscription
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