Hardly any RFPs are actually wired. Even if the customer has some bias, they can usually be stolen away if they get a better offer. Think about how you buy things. Most folks will give someone they’ve done business with for a long time the benefit of the doubt, but if someone has a better product or a significantly lower price, they sometimes make a switch. This is especially true if the relationship has gone stale. You may have no way of knowing without bidding.
Use of the word “wired” makes it sound like either it is or it isn’t, when in reality it’s a question of how much. We deal in odds, not in certainties.
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