Working Paper Series
Visits to the Client when Tendering for Consulting Contracts: Sourcing Information or Influencing the Client?
Abstract: Consulting firms (CFs) sell services on a project basis to
many clients and must therefore continuously tender for new contracts. One
frequently used strategy by CFs is to visit the clients in connection to
the tenders. The reason to the visits is either: 1) to influence the client
in his decision-making in some sense; or 2) to source information about the
project so that a better proposal can be submitted. Using a unique database
on individual proposals, I examine empirically which of these two reasons
is the most important. The estimations suggest that influencing the client
dominates as explanation to the visits.
Keywords: Consulting services; Procurement; Visits; Information sourcing; Lobbying; Marketing ; (follow links to similar papers)
JEL-Codes: F23; L14; L84; M31; (follow links to similar papers)
18 pages, March 10, 2000
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