There is an art to pitching for business which needs revitalising so that we can move away from what has become a very adversarial type of relationship into one that enables adult discussion to take place. This change in approach will benefit organisations who use tendering process because it will help them to select the supplier who is best suited to the organisation and will avoid money being wasted on "off the shelf" glossy solutions. This article includes our research across international companies about their experiences of pitching and includes both buyer and purchasers viewpoints.

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