Never Respond to Calls for Tenders: Selective Strategy

Excluding calls for tenders from its business strategy translates a voluntary choice of allocating resources to high value-added shares. The company opts for targeted prospecting, freed from the constraints of standardised competition or imposed deadlines. It favours relationships built over time, based on the clarity of the stakes and the quality of the dialogue. The market is approached with selectivity, according to a framework defined upstre…