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An Idea A Day by David Thompson

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SALES

TBA—TO BE AVOIDED

Anne Hawkins

IN THE CHASE for additional business, salespeople can occasionally overlook minor details—such as agreeing how much the customer is going to pay.

(If so, what is the likelihood that they’ll also remember to negotiate other critical details, such as when the customer is going to pay!)

The idea

While no doubt most of your customers are honourable people, this is not a position in which you want to put yourself. TBAs (orders with prices To Be Agreed) should not be an acceptable basis for authorising work to commence as it leaves you vulnerable to having taken on loss-making work (without this being a conscious ...

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