A partner at a large financial services firm in the U.S.—I’ll call him Bill Jenson—had been trying to do business with a domestic manufacturer that had a close relationship with one of his competitors. The potential customer’s VP of finance contacted Bill and asked him to prepare a proposal for a multimillion-dollar initiative. Bill and a team spent several months preparing the bid. It was a work of art, and the price was 30% below the competitor’s. But the competitor matched the price and won the business, an outcome that had been preordained. Throughout the process, Bill was never allowed to meet with the decision maker, the CFO. Bill’s effort was a waste of time for his firm.
Este es un claro ejemplo de como pueden agarrar a un negocio de los huevos; ya no me gusta tu precio, lo rebajas o me busco otro; al que ya está con ellos no le queda de otra más que tener que adaptarse