Work with state enterprises

I read the book "Industrial Marketing" S. Minnet, the creation is average, but sometimes entertaining. I only thought we had problems with the logic of state deliveries (this is not about kickbacks, let's say everything is fair). But no, burzhuinov the same problems.



Quote:

Another element of the traditional, industrial bidding process is the so-called “organizational dimension”. Very often, people responsible for purchasing industrial equipment and / or paying for such equipment are in no way involved in the operation of this equipment and do not deal with the reimbursement of its operating costs (or even are not responsible for the operation of this equipment). Those involved in the purchase of equipment may have a fixed budget. Thus, it is possible that the issue of operating costs of purchased equipment they care much less than, for example, how to meet the budget. Equipment is often bought by contractors who do not operate the system, after it is designed and manufactured. Therefore, they have little incentive to pay a higher price for more efficient equipment.