A series of three articles published in the Institute of Sales Management "Winning Edge" magazine in 2017 and on the techUK website.
Based on Roman Krzanric's book "Empathy", the first article reviews the book itself, the second article explores applying the principles to selling, and the third article looks at empathy in bid-writing.
The UK government aspires to procure 33% of its goods and services from small and medium-sized enterprises (SMEs).
Sounds good, but it can be daunting for those new to public sector bidding, who do not understand procurement rules and fear the red tape.
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