If there are companies you don’t know in the auction, be careful. This is a recipe for wayward bidding. If there are bidders with a history of quality problems, they may be there to drive down the bidding, but stand little chance of getting the work. And, if the auction includes a bidder that will low-ball the job, you need to know when to walk away.
Reverse auctions are an unfortunate reality in the marketplace. Even though they are not a good fit for our community, we need to be prepared to manage them as effectively as possible when they can’t be avoided.
To help specialty imaging companies strive in today’s competitive marketplace, SGIA is presenting many business management-focused educational sessions at the 2012 SGIA Expo (Las Vegas, October 18–20). The Keynote Breakfast, presented by strategic sales coach and advisor Todd Cohen, is a great opportunity to learn new ideas about managing and motivating your sales force, as well as how to increase profits through effective selling.