Alper Basaran
contracts end, relationships last Posted 7:51 AM on 07/14/10There's more to do than to say. But first you have to be sure you have an advantage compared to their current contract. And, as we all know, price is NOT an advantage. So you have to be able to understand first what benefits you provide them compared to their current contract. Once you've established that you can points these out but, beware, this will not result in an immediate order. Besides the other company might have sold them a yearly contract from which they can't bail without loosing money. If you can put forward concrete advantages and you're sincere in your approach you might get the deal at the end of their current contract. In this case you have to see if renewing their current contract has a price advantage over buying a new one from you... tricky one but not impossible... and please keep this a clean fight.
