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Contracts
Page 24
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As Sturman explains, there's no easy way to go about setting up a contract. Sales leads will come in from a variety of sources, some through marketing; others via Linq or TA members. Ling members are then asked individually if they wish to be involved in any potential contract. Then either Ling or an individual company will be appointed to front any bid depending on what suits the customer.
In fact, as is already happening, separate operators/alliances within Ling can bid, leaving the customer to choose what best suits its needs. If one member needs to drop out it's up to the lead member to find a replacement: 'The customer should be confident that whoever's leading the way forward, business continuity will be there." he adds.
"At the end of the day it's all a matter of people trusting others to deliver what they have promised. As the old saying goes, you are only as good as your last job."