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The Sole Source
Jerry Seinfeld: Congratulations, looks like things are going great with your new girlfriend.
George Costanza: No, they’re not going great. The problem is I got no power in this relationship. Why should she have the upper hand? Just once I’d like the upper hand. I got no hand. No hand at all! How do I get the hand?
As the US economy gears more and more to customized solutions, sole-source relationships are a growing trend—and a compelling value proposition. By cultivating a sole source, buyers can harvest a wealth of creative tradeoffs and transaction cost advantages. Think of the overhead that might be trimmed by keeping an incumbent supplier instead of screening multiple responses to an RFP. Or how many hours an inhouse ...
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