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Making the Market – A Guide to Getting the Best Guests to Your Party

When organisations set out to outsource, or to retender their existing sourcing arrangements, they face a common challenge: how to persuade the most capable bidders to invest in pursuing their business (and how to dissuade those who are less capable).

This may sound like a peculiar concern.  After all, you are setting out a tender for IT services, and they are in the business of providing them.  Shouldn’t the bidders be clamouring for your attention?

It turns out that they may not be as interested as you think…

Bidding on major IT contracts is a multi-million pound investment decision.  The kinds of supplier that you want to attract will not make the investment unless they believe that the opportunity is real and valuable.  This briefing shows you how to persuade them.

Making the Market – A Guide to Getting the Best Guests to Your Party



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