Big Customer Negotiating: Dancing with a Gorilla
Holden Advisors
OCTOBER 21, 2021
Big or small, almost all B2B companies have to sell to large, powerful companies because they believe that the "big win" keeps the plant running or resources at capacity. Those negotiations are often tough and focus on price. As a result of those brutal negotiations, the oftentimes smaller seller will lose money or barely break even.
Let's personalize your content