第190节
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小薛马上把浙江第一资源的招标书拿来呈给洪钧，然后说：“刚才范先生来提了件事，我还没最后答复他，想听听你们的意见。更多小说ltxsba.com”
洪钧已经开始翻看招标书，努嘴示意小薛找李龙伟商量。
李龙伟听小薛把范宇宙让他“埋地雷”的事说完，见洪钧仍沉浸在招标书中，便对小薛说：“我觉得没什么不可以的，就这么做吧。你给那几家埋的地雷应该各不相同，要讲些技巧，力求花样翻新、层出不穷。”
洪钧忽然朗声大笑起来，把招标书摊到两人面前，手指一段文字说：“你们看看这条规则，关于性价比的。”
两人把脑袋凑在一起研读那段文字，李龙伟先笑道：“这有点欺负人吧，那几家国产软件肯定觉得委屈，技术分本来就低，虽然价格便宜，但改为衡量性价比也就谈不上什么优势了。小薛，你可以不用担心国产软件了，他们不再对你构成威胁。”
洪钧说：“这肯定是ice给客户做的工作。挺好，找机会我应该谢谢俞威。”
小薛有些不解：“他们把国产软件排除出去，咱们不是也赚到便宜了吗？ice为什么会帮咱们呢？”
“小薛，你这种观念可得改一改啊。”洪钧严肃地说，“做sales一定要有大局观，眼界和心胸都不能狭隘，尤其在大项目投标中更是如此，不能一门心思只认准一个竞争者，所有的投标商都是你不可忽视的对手，但另一方面他们在不同阶段又都有可能和你达成统一战线。投标就像是一场角斗，最终仍然站在场上的那名角斗士就是中标者，其他的人都已经倒下，而那个最后倒下的人在和你交手之前，其实一直都是你的同盟者，因为是你们协力把整个角斗场扫清到只剩下两个人。”
李龙伟对洪钧说：“就像当初你搞掉信远联既当裁判又当球员的资格，使邢众他们沦为普通的投标商，不也是帮了ice一个大忙吗？不过我估计俞威不会想到要谢你。”
“他的确不必谢我，信远联树大招风，推倒他们的不止我一个，俞威肯定也使了不少力气。”
洪钧话音刚落，小薛忽然如梦方醒地叫了一声：“噢——我明白范先生为什么‘不出头’了。”
洪钧和李龙伟都愣了，经小薛转述范宇宙的“两不”原则，才明白缘由。李龙伟夸赞范宇宙的老到，洪钧问他：“除了浙江，还有哪个地方的rfp里面也用性价比取代了价格？”
李龙伟的回答是否定的，洪钧沉吟道：“只有浙江一家这么做，说明ice在那里的关系非同寻常啊。”
小薛说：“其实ice在浙江并不是铁板一块，分管财务的副总和宫总矛盾很深，财务部和综合部两个部长几乎已经到了水火不相容的地步。因为是宫总和综合部分管noma工程，前一段我一直没敢和财务部部长走得太近。我现在想，既然宫总和综合部对ice的倾向这么明显，凡是敌人拥护的我们就要反对，财务部应该愿意支持ice的死对头吧，与其两边讨好，下一步还不如干脆把宝押在财务这派上。”
洪钧和李龙伟对望一眼，对小薛称许道：“不错，能观察到客户中存在的政治斗争并加以利用，这是做sales的一大进步。当客户内部出现楚汉相争的局面时，不要草率表态、轻易介入，但也不能一味地回避矛盾、只走中间路线，因为中间是鸿沟，尤其当其中一方已经不可能接纳你的时候，投向另一方就是合理的选择。不过你要注意，把宝押在某一方的同时也不要和另一方撕破脸。”
所谓“ice即将收购维西尔”的传言，最先是由杨文光从北京第一资源带回来的，洪钧听后一笑置之，李龙伟也认为肯定是ice那帮无耻之徒在造谣。
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