By Charles H. Green
Have you been told by a client that your services will henceforth be purchased through an RFP (request for proposal) process? Or that your service offering is now lumped together with those categories covered by the purchasing department? Or that your client has engaged the services of a consultant to help manage the services buying process?
You are not alone. For a number of reasons, the phenomenon is rapidly increasing. Doing something about it requires at least some understanding of why it is happening. There are several reasons, including:
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