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Freshfields and Links win coveted places on BP's UK panel

The race to the bottom continues apace. We were undercut by 25% on our lowest possible pricing on a PS tender 1 year ago by a firm who adopted the "win at all costs" approach to this and other work. The firm whose bid won has now been forced to merge with another thus demonstrating the futility of this approach in the short-term if you don't have the liquidity to run loss-leading projects just to maintain your client base. In the long-term, even if you have the reserves or balance of work to undertake loss-leading work in a difficult market and "wait out" the dip in work, why do you think the clients will pay more later? The benchmark has been set and your services devalued. They're a truly Blue-Chip client, I just hope the sums add up!

26-May-2011

1:32 pm