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Cutting Price As A Strategy Is A Big Mistake

It is a huge mistake. It is the biggest mistake the [IT services] sector does to itself. It is not a price-driven business. When an enterprise takes on a provider they are doing due diligence across all the other installations. That is what matters. And so in the score card of service, if you have a great customer base that is happy with what you are doing, it is a big part of the decision-making. I would never enter on price. Price is not why they are taking you on. It is: Is it complaint? Does it work? And are you providing them the service that you RFP'd in the beginning? Nobody is trying to save 10 percent.


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