How to get your best deal in awkward reverse auction

“What should we do if a big potential customer pre-qualifies us as a possible supplier, invites us to bid for its business, asks us to fly to its headquarters, puts us in a conference room right next to our competitors in adjoining rooms, and starts working us off...

The Five Keys to Success in Reverse Auctions – Part 1

Do you know how Walmart has historically negotiated with new potential suppliers? I haven’t personally been involved in these negotiations, but a number of folks have shared their experiences with me. I’ve been told that Walmart first sends out a Request for Proposal...