Maximising Profits — II

Contract risks and hidden costs
  • Anthony Nolan

Abstract

In stark contrast to the excitement we all feel at the prospect of winning orders in Europe, many of us working in the small to medium-sized sector suffer from a psychological resistance to accepting orders from abroad. The general cause is fear of the unknown, but one specific cause may be fear of losing money on a contract because of the piecemeal erosion of profits which occurs at various stages of obtaining and fulfilling an order. Eliminating these losses is, therefore, a primary objective for companies aiming for substantial sales growth in European markets.

Keywords

Europe Expense Undercut Concession 

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Copyright information

© Anthony Nolan 1991

Authors and Affiliations

  • Anthony Nolan

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