Problem: Lisa was angry. It had happened too many times. She recalled the old movie, “Network,” where the veteran news anchor said, “I’m mad as hell and I won’t take it anymore!”
After submitting yet another proposal, she determined that she was just one of several vendors who were being used to satisfy the prospect’s need to obtain competitive bids. They had already selected a vendor (often the incumbent), and Lisa’s numbers were just needed for comparison and leverage for a better deal with their current supplier.