Friday, April 6, 2007

The Stronger Company Loses (Part 2)

Continuing the thought from yesterday, a German manufacturer of automobiles was re-evaluating its IT support provider. During the sales process, it evaluated two providers and rated the newcomer more favorably than the incumbent in company-related criteria.


Below, you will see the quantitative ratings for both teams as related to SOLUTION and SALES TEAM:






In the next post, I'll provide some of the comments that were the cruz of this deal. But, in the meantime, post a comment letting me know who you think won this deal based on the performance comparison in the charts above.

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