SOURCE Used with kind permission of Bloomsbury Business, an imprint of Bloomsbury Publishing plc
On the other hand, if you describe value in terms of what is really important to the customer, value can be infinite. In my BEMS story, I would have paid two to three times over the fee that we finally agreed if a supplier had assured me a fully validated system that would meet FDA standards. Think of it this way. If the £100,000 system failed and held up the overall project by two months, it delayed a £20 million project. It also stopped my site from making profits and possibly ...
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