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Arms-Length Procurement May Not Save You Money

Arms-Length Procurement May Not Save You Money

Blog, Competition, Pricing, Proposals, Same Side Selling

Nobody wants to overpay for something. In fact, we’d all like to get the most for our money. But, some of the approaches to save money for your business might actually cost you money, and you might not realize it.

Why “Time and Materials Not to Exceed” Never Works In Business

Why “Time and Materials Not to Exceed” Never Works In Business

Consultative selling, Pricing, Professional Services, Proposals, Sales Results, Sales Tip

Many businesses fall victim to arcane process and methods just because that’s how those before have always done it. Here is insight into the worst possible contractual relationship a client and vendor can enter: Time and Materials Not To Exceed (also known as T&M NTE).

What To Do If Your Client Says: ‘Your Price Is Too High’

What To Do If Your Client Says: ‘Your Price Is Too High’

Consultative selling, Decision Maker, Grow Revenue, Pricing, Proposals, Sales Eduction, Sales Results, Sales Tip, Same Side Selling

It’s pretty common for clients to give price as their reason for picking one vendor over another. So what should you do about it? Discover how to handle pricing pressure.

The Biggest Mistake You Can Make Pricing Services

The Biggest Mistake You Can Make Pricing Services

Consultative selling, Pricing, Proposals, Sales Eduction, Sales Results, Sales Tip

Many businesses struggle with creating attractive pricing. Those who sell services often struggle the most. In some cases businesses try to define a hybrid model of fixed fee and hourly billing. See why combining these two methods could be the biggest mistake you can make pricing services.

Why 2nd Place In Business Sucks — And How To Avoid It

Why 2nd Place In Business Sucks — And How To Avoid It

Competition, Grow Revenue, Proposals, Sales Eduction, Sales Tip

All-too-common sales question: “If we don’t win the deals we pursue, we at least come in 2nd place. What can we do to get more victories instead of silver medals?” My answer and suggestions followed the theme of why you never want to finish in 2nd place in business and sales.

The Romney – Holyfield Lesson On Responding To A Blind Request for Proposal

The Romney – Holyfield Lesson On Responding To A Blind Request for Proposal

Consultative selling, Grow Revenue, Proposals, Sales Tip

Imagine this scenario, you receive an RFP from a vendor that is known to have an internal policy requiring that they obtain three bids. If you don’t know who is their preferred vendor, then it’s probably not you. What should you do when…

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