This is one of Siemens' key strengths. A system vendor around the world, the company's offerings incorporate local suppliers and subcontractors, including many medium sized companies. The competence demonstrated in project management and aftersales service is a distinguishing factor between competing vendors. Vendors must also remember that the real customer is their customer's customer -the subscriber. For CEE administrations, customer-oriented business is a new concept, not present under the socialist system.
Turnkey projects The ability to provide turnkey projects is also a valuable marketing asset.
The turnkey projects contracted out by DBP Telekom in Eastern Germany have produced unequivocally good results. Turnkey projects are a sign of trust in the vendor, but they require precise definition of both objectives and specifications by the operator. These projects have given Telekom and the vendors invaluable experience on how new and obsolete technologies can be made compatible with one another. That is exactly what the customers in this region expect. Another vital factor influencing every purchasing decision is the financing option offered by the bidder.