Visits to the Client when Tendering for Consulting Contracts: Sourcing Information or Influencing the Client?

Arbeitspapier

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.

Angaben zum Objekt

• Sprache: Englisch

Verweise und Beziehungen

• Erschienen in: Series: IUI Working Paper ; No. 531

Klassifikation und Themen

• Klassifikation: Wirtschaft ; Multinational Firms; International Business ; Transactional Relationships; Contracts and Reputation; Networks ; Personal, Professional, and Business Services ; Marketing
• Thema: Consulting services ; Procurement ; Visits ; Information sourcing ; Lobbying ; Marketing ; Unternehmensberatung ; Vertrag ; Strategisches Management ; Theorie

Beteiligte, Orts- und Zeitangaben

• Ereignis: Geistige Schöpfung
• (wer): Svensson, Roger
• Ereignis: Veröffentlichung
• (wer): The Research Institute of Industrial Economics (IUI)
• (wo): Stockholm
• (wann): 2000

Weitere Informationen

• Handle: http://hdl.handle.net/10419/94769
• Letzte Aktualisierung: 10.03.2025, 11:43 MEZ