Copying and distributing are prohibited without the permission of the publisher. If you wish to distribute this content please contact Christopher Hunt (firstname.lastname@example.org) for a quote.
Subscribe today: Order Euromoney by contacting us on +44 (0)20 7779 8999 (UK) or +1 212 224 3570.
If only winning a transaction services mandate were as simple as filling in the RFP document – though even that is getting ever more complex. Success requires a full understanding of the business you are trying to win, and the soft skills to make the relationship work. Plenty can go wrong along the way.