Wednesday, August 21, 2013

On The Rainmaker Model of Business Development

Does anyone have any evidence that it works for companies doing business with governments that are not highly corrupt? I know it can work well in private industry but I am baffled as to how it can work within the Public Sector where there are so many restrictions on how contracts get let and the generally small size of directed or sole source contracts.

If you have a truly unique service that nobody else offers then I can see it working but in a commodity field (which, let's face it, most of IT is seen as having become) how do you get past just being a participant in a race to be the lowest bidder?

Examples and horror stories accepted via email if you don't want to publish in a public place.

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