The Committee Holds the Gate

The situation

Independent tests show your instrument is more accurate and cheaper to run than the incumbent's. For the third year you have lost the national tender: the eligibility rules require ten years of installed base in the country, which only the incumbent has. A former committee member offers, for a monthly fee, to 'explain your strengths to the right people'. Your board is split: one director wants to take the offer, another wants to exit the home market and sell abroad, and your head of sales wants to challenge the rules publicly, which may close the door for good.

Your decision

What do you do in the next twelve months, and what do you refuse to do?

Make your decision & compare with TRU

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Source context

committees, eligibility rules and markets held by incumbents, where the network mechanism is blocked and a sound instrument can lose for years.

Vanguard Leadership, Volume 2 · vl2-002, How This Volume Stands to the First (vl2-002.c004)

It has never been easier to build, and any network is worth having, because it will be harder and harder to sell anything.

Vanguard Leadership, Volume 2 · vl2-002, How This Volume Stands to the First (vl2-002.c004)

How would you make your case?

1. State your decision.
2. Explain your rationale in up to 250 words.
3. Identify the evidence and sources you would use.
4. Say what would change your mind within 90 days.
5. Explain what you would not do, and why.

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