Archive for August, 2012

On Playing Favorites

If you are a parent of two or more children and treat all of them the same, you are abusing some of them. Your children are different, unique individuals, and they need something different from you at different times of their growth. This is true…

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How You Really Lost On Price

Oh, your dream client gave you their business all right. But that doesn't mean you didn't really lose on price. You can win the business and still lose on price.

You won the business and still lost on price:

  1. If the only reason you won the…
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Negotiate Once

Some organizations train their buyers to negotiate more than once, each time taking more and more out of the deal. These buyers are extracting value instead of creating it. First you negotiate with your main contact. Then he brings in purchasing.…

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