When Julie Copeland’s company lost a bid to a lower-priced supplier, she didn’t give up. She believed that Philadelphia-based Arbill (www.arbill.com), a leading provider of industrial safety products and training programs, had priced the quote fairly.

Persistence is key to winning new business

„The bid that won was so much lower than mine, I couldn’t fight it,“ she says. „So instead I stood back and continued to communicate to the customer that we were the right answer.“ She asked the company to keep Arbill in mind as a possible second provider.

Just four months later, the customer was so dissatisfied with the lower-priced supplier that Arbill was given a shot. „Had I heard ’no’ and just walked away, I would never have had the chance to gain that business,“ says Copeland… more at Making the Match – MyBusinessMag.com

Flickr photo credit: michelle