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<blockquote data-quote="Tim McCulloch" data-source="post: 43182" data-attributes="member: 67">Re: Getting the gig. Where did it all start?One of the reasons our firm is one that &quot;has always done this event&quot; is because we&#039;ve worked very closely and very well with that client.&nbsp; It&#039;s not politics, it&#039;s SERVICE.&nbsp; Now getting in the first time, without undercutting the market or being unduly disparaging of competitors... that&#039;s another thing entirely, and the approach needed is as varied as the clients.Well, yes, sort of.&nbsp; Everyone needs a break (and some folks seem to get more than their share).&nbsp; &quot;Selling&quot; audio services at the arena and stadium level is still very much about relationships, perhaps even more so than at the &quot;B&quot; and &quot;C&quot; national level.&nbsp; Often the best way to this kind of sale is to hire away the top sales person(s) from their existing gig.&nbsp; That&#039;s expensive.... it&#039;s about renting someone&#039;s relationships; if the new employer screws up the gig the salesman&#039;s reputation takes a major hit.I don&#039;t think predatory pricing is a good business practice, either for start ups or established players.&nbsp; New companies that come in competing solely on price are justifiably seen as shitting in someone else&#039;s back yard, though, and are rightly deserving of Karmic Comeuppance...&nbsp; Established firms that do it just to squash vulnerable start ups or competitors would do better to channel energy and money into things that made them faster/lighter/cheaper/sexier... and ultimately more profitable.&nbsp; They would do well to remember there is no immunity from Karmic Comeuppance, too.</blockquote>

[QUOTE="Tim McCulloch, post: 43182, member: 67"] Re: Getting the gig. Where did it all start? One of the reasons our firm is one that "has always done this event" is because we've worked very closely and very well with that client. It's not politics, it's SERVICE. Now getting in the first time, without undercutting the market or being unduly disparaging of competitors... that's another thing entirely, and the approach needed is as varied as the clients. Well, yes, sort of. Everyone needs a break (and some folks seem to get more than their share). "Selling" audio services at the arena and stadium level is still very much about relationships, perhaps even more so than at the "B" and "C" national level. Often the best way to this kind of sale is to hire away the top sales person(s) from their existing gig. That's expensive.... it's about renting someone's relationships; if the new employer screws up the gig the salesman's reputation takes a major hit. I don't think predatory pricing is a good business practice, either for start ups or established players. New companies that come in competing solely on price are justifiably seen as shitting in someone else's back yard, though, and are rightly deserving of Karmic Comeuppance... Established firms that do it just to squash vulnerable start ups or competitors would do better to channel energy and money into things that made them faster/lighter/cheaper/sexier... and ultimately more profitable. They would do well to remember there is no immunity from Karmic Comeuppance, too. [/QUOTE]

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