Marc Miegeville

Strategic Selling and the Human Factor Marc Miegeville

The first bartering was the first win-win deal between two individuals both smart enough to perceive their own interest in this new mode of transaction. The Human Factor was and is still essential in today complex project strategies . The book is a great sales and bid management toolbox drawn from real life experiences . It starts with recommendations on the selection of your targeted projects and help you go through the various phases of customer contacts during the life of a project . The listening and understanding of your customer needs is highlighted as fundamental and is the basis of your sales strategy . It also shows through real life stories telling how much team work with your own internal organization is important and how much care for the Human Factor, for people is mandatory. The tender documents and final bid response are seen as continuing step of the overall strategy. Emphasis and guidelines for creative thinking are given until the last phase of negotiation and contract award.