Negotiating Partnerships: Increase profits and reduce risks

Credibility and trust

Erik Laursen has no doubt that Crisplant has a good product — and also that it is better than the competitors’ in a number of ways. But he also knows that the competitors in a number of areas can be a match for Crisplant and in some cases sell cheaper.

‘But that does not worry us much. In only a few cases do we spend time discussing the physical product itself with the customer. On the other hand we spent a lot of time talking about functionality and analyzing the needs of the customer. Today the main element is the flexibility of the software and the possibility of expanding and scaling the plant to the demands of the future.’

‘Many of our competitors make good products. That is why it is so important to be able to put ...