ABSTRACT
Whereas marketing involves putting the right product in front of the right customer at the right time', selling is concerned with persuading that customer to buy that product on terms most favourable to the seller. Where selling activity within a project environment does differ from that in a non-project environment, is in its timing. For the Supplier Organization (SO) to return a profit, its consideration must exceed its costs. The total cost of the Supplier Organization's (SO) bidding activity, which must be carried by each successful bid, relates not just to the cost of preparing the bid in question, but also the success rate of bids. Major commercial advantage can be secured by those Supplier Organizations (SO) that can reduce the cost, and increase the precision, of estimating. The Selling phase ends with an agreed contract between the Owner Organization (OO) and the Supplier Organization (SO), or a termination of the prospective SO project.
