The bidding war: sizing up the competition.

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    • Abstract:
      The article explains how small-to-medium enterprises (SME) can take advantage of their being small in a competitive bidding process. Salespeople and business development operatives from large companies tend to have a sense of superiority over their brand, thus they sell by telling. While larger companies will hire professional business development managers, SMEs and their team of multi-taskers have the opportunity to ask more revealing and appropriate questions.