ABSTRACT
A proposal that suggests ways to recycle the paid-for elements into training programs, commercials and employee communications, is truly consultative. Vendors' questions often involve part of their proposal strategy. The vendor wants to be the creator of these offshoots and develop a long-term relationship, but that possibility will be predicated on performance with the job at hand; its very suggestion conveys a sense of confidence and good client relations. Sometimes a vendor will send in the heavy guns to sell a project, and then when it's won, they'll hand off critical chores to personnel who were not in on the sell. The vendor appoints a qualified "designated hitter" to stand in, help with the sell, then pass along notes and observations to the person who will take over. Even a casual scanning of this chapter so far reveals a delicate balance of relationships between client and vendor—a ritual dance upon which hangs the success of the project.
