Where Price Matters
Negotiation, persistence and knowledge of culture are keys to success in winning contracts in India
Source: Breakbulk Magazine, March/April 2010 Issue – India has survived the global recession relatively unscathed. Just look at its gross domestic product – growth of 7.3 percent in 2008 and an estimated 6.4 percent in 2009, according to the World Bank — compared with global GDP growth of 1.7 percent and minus 2.2 percent, respectively.
But a booming economy may be cold comfort to project carriers and forwarders fighting for business in India. Heavy-lift specialists must not only survive the market lull until contracts start flowing for a dazzling array of projects, but they also must face India’s numbingly inadequate infrastructure and a cutthroat negotiating tradition that tends to pare rates to the bone.
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