Tactic Group: Process

Explanation

The process tactic group is where once into a system, options are shut down by the institution.

Analysis

Process stacked against your negotiation position. For example, you must have a certain level of insurance to bid on a project that you ordinary would not carry.

Solution

Question process existence and performance; ask for specific examples; work exceptions. For example, “you are small business friendly, but this coverage is $10K, few small players can do that, did you ever waive the requirement or make an exception.

Examples

Everyone who does business with us must submit a response to the online Request for Proposal; if you want to be considered for this novel technology deployment. Parry: Talk to someone in your network with the following message; “This is such a novel and complex project, I need to understand the project better and cannot respond intelligently, and we are thinking this, others are too and you will not get the quality responses you seek; I am a subject matter expert, you should engage me on a six month contract as a consultant to develop the requirements and  field questions of the other bidders and help refine the RFP.”