And how its misuse eradicates valuable business opportunities.

Read more: The Unit Price Worksheet

To win the deal, put preparation before price.

While there can be pockets of higher margin business, the electronics manufacturing services industry is for the most part a fairly low margin industry. Those margins get worse with a weak sales process. Simply put, if all contractors look equal, the decision will be made on lowest unit price most of the time. Picking the low bidder is always a safe and defensible choice. If one contractor appears to provide a better solution than the rest, slightly higher pricing is permitted.

Read more: Are Buyers Commoditizing Your Company?