Stopping End Users from Shopping Quotes

Author: John Honovich, Published on Aug 28, 2012

Nothing is more frustrating to an integrator than spending dozens of hours preparing a design / sales proposal and then having the end user take it and shop it to the integrator's competitors. This practice is increasing, fueled by the ease of sharing across the Internet. Many bemoan it as simply a fact of life. In this note, we look at three practices to help rectify this practice.

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The **********

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  • ****** *** ***** *** *** ****** ********, ***** **** * 100% ****** ** ******** ** ****** ***********
  • ******* ***** *** ********** *********** ******* *** ******** ** *** third *******
  • ******* ***** *** ******* ******** ** *********** *****

********

****** *** *** **** *** ********* *** ********** * ****** design ********, ********* ****** *********, ********, ******* ******, ***. ***** the ****** ** ******* * *** ******* ******* *** *** thousand *******, ********* ** *** ***** ** *** ****** *******.

** *** *** **** ******* ** *** **** *** ********** who ******** *** ******, *** ********** **** ***** * ***% credit ******* *** ****** ***** ******** ** *** ***-**** *********** gets *** ****** *** '****'. ** *** ***-**** **** *********, the ********** ** ***** **** **** *** ***** ****** *****.

*** ****** ** ******* - ** ******** *** ********** **** doing **** ****. *******, *** ******** *** ** ***********. *** end **** *** ****** ****** *** ********** **** *** ***** and **** *** ** *** **** ***** *********** ******* ** do ****** **** *** **** ** ******** *** ****** ** winning * ****.

Terms *** ********** *********** **************

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******* **** *** ** ****** ** ** ** *** ********* a **** ******** *******. ** ********** *****:

  • ****** ********: *** ** ** ******* *** **** *** ***-**** sign. **** ******** *** ********* ***** ******* *** **** ********* end **** **** ** ****** ********.
  • ****** *********: ****** ******* *** **** *** ***** ***** ******** ('gentlemen's *********'). ***** **** ******* ***** ********, ** **** *** clearer ************ *** *** ********* *** **** *** ** ****. A ****** ** ***** **** *** ********** ********** *** ********** can **** ********* *** ********* ******* ****** ** **** ***** documents.

**** *********** ***** ** ****** ****** **** * ****** ******** rather **** * ****** ********, ** ** ** **** ****** to ** **** ******** *** ** ** ********* ** *** prospects ******.

The ***** ******

*** **** ******** *** ** ** ***** ***** ******* ** combination, ******** *** *** **** ** ****** *** *** *** proposal, ******** **** ** **** ** ****** ** ** ****** agree **** **** **** *** ************ **. **** ** **** about ******* **** ******** ** **** ** *********** * ***** value *** *** **********'* ****** **** ******* ******* *** **** to *** **. ** ** *** **** ****** ***** ** shop *** ****** ********, *** **** *** **** ** *** real *****. ********* *** *** **** ** *** *** ****** work ** * ******** ************** *** *** ********* ****** **** to *** ********. ******, **** *** **** ***** ** ****** off ** * ******, ****** ******* *** ****** ** ****** to ***** *** **** ******** ******** *****.

** ******* **** **** ********* *** ****** ******* **** **** is * ******* **, ** *****, ***** ** **** ********** if *********** ******* *** ******** *** ****** ************.

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