ISG collects data throughout our collaborative tendering process ISG FutureSource™ which is instrumental in understanding what clients really value when they make selections. Learn how client’s initial impressions turn into lasting opinions. Pursuit is a mandatory process that providers lose more than they win; the objective is to try not to make systematic mistakes. This session, together with the next session (The Pursuit Game: What Could Possibly Go Wrong?) together offer insights to avoid systematic mistakes.