“Fixed Criteria”: the Outcome Is Already Constrained
“The criteria are fixed. Bid compliant.” At that point, the negotiation is no longer open. It is being processed. The issue is not that criteria cannot change. It is that…
Invisible Margin Loss
2 posts
Margin Lost Upstream: Before the RFP Arrives
The RFP lands. The outcome is already constrained.You respond, present, negotiate. The margin still disappears.The loss did not happen at the table. It happened before you were invited. Where control…