Working Paper No. 531

Visits to the Client when Tendering for Consulting Contracts: Sourcing Information or Influencing the Contract

Published: March 10, 2000Pages: 18Keywords: Consulting services; Procurement; Visits; Information sourcing; Lobbying; MarketingJEL-codes: F23; L14; L84; M31

Visits to the Client when Tendering for Consulting Contracts: Sourcing Information or Influencing the Contract Roger Svensson


Consulting firms (CFs) sell services on a project basis to many clients and must therefore continuously tender for new contracts. One frequently used strategy by CFs is to visit the clients in connection to the tenders. The reason to the visits is either: 1) to influence the client in his decision-making in some sense; or 2) to source information about the project so that a better proposal can be submitted. Using a unique database on individual proposals, I examine empirically which of these two reasons is the most important. The estimations suggest that influencing the client dominates as explanation to the visits.

Roger Svensson

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Interdisciplinary European Studies

The European Union and the Return of the Nation State

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This book explores the complex and ever-changing relationship between the European Union and its member states. The recent surge in tension in this relationship has been prompted by the actions of some member state governments as they question fundamental EU values and principles and refuse to implement common decisions seemingly on the basis of narrowly defined national interests.

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