How to win without being the low bidder

This is a good article.  although it has a construction contractor focus, the principles can be applied to any industry.

“But all this customer cares about is low price!” We hear this line daily as a defense of longheld beliefs that their darned customers just don’t care about value over price. Here’s a new belief system to consider: If your customers don’t care about anything but low price, you haven’t given them a good enough reason to.  More

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