Avoid a Competitive 'Bake-Off' at All Costs

摘要

Too often in the composites industry, proposals end in a competitive "bake-off," in which any number of manufacturers line up to work with a large customer, proposals in hand, ready to battle it out in a spec war, a features war or, in the worst case scenario, a price war. In essence, most of the players-and maybe you, too-look almost identical, which is why these scenarios often end up hinging on price. You will likely feel pressure to lower your bid, and you may lose the business to competitors who are offering less value than you. These bake-offs create a tough position for both your company and your bottom line.