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Behind the Deal: Engaging the Economic Buyer Part II

Revenue Builders

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Navigating the High-Stakes Vendor Selection Process

This chapter explores the intense and competitive vendor selection process at City, from a premature deal announcement that led to severe consequences for a vendor to the strategic maneuvering and eventual success in securing a significant deal. It highlights the challenges, stress, and strategic considerations involved in setting up crucial meetings and engaging with key stakeholders to ensure successful decision-making and implementation. The chapter provides insights into the intricate process of managing updates, engaging with procurement, and making crucial decisions amidst tough competition, emphasizing the importance of transparent communication, internal champions, and strategic planning.

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