Winning complex engineering deals is a unique situation
Unlike many other sectors, for the big players, a massive amount of work is from RFP responses. Interestingly, another huge segment of work emerges from the negotiation of rework which is part of every major project.
It is critical for engineering teams to know when and how reworks may emerge and how to negotiate those steps.
For Beacon’s engineering clients, we focus on strategies and tactics to pre-empt RFPs whenever possible and to best ensure the probability of winning goes up significantly when they are required.
Additionally, Beacon works with engineering teams to know when and how reworks may emerge and how to negotiate steps to maximize revenue opportunities.
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