17 / 11 / 2011

Richard Lane, partner at durhamlane, had an article, "Giving "tender" loving care in business" published in The Journal, Science & Technology section today. 

The focus of the article centred on the importance of putting yourself in the best possible position prior to commiting time to respond to a Request for Quotation.

At durhamlane we encourage sales people to create, value and demand by thinking about “business fit, business value and the development of long-term relationships”.  When operating within this framework, responding blind to a Request for Quotation seems counter-intuitive, particularly when due process typically means a lack of opportunity to fact find, build relationships or compete effectively.

Read the full article.