This week Reuters ran a very interesting article, an interview in fact with the owner of UK small business Masabi which provides mobile ticketing solutions for transport systems. The attention-grabbing opening line read “How does a small British company win major technology contracts with large public authorities in the US, against competition from the likes of IBM, and Xerox?” The firm won the contract to provide New York, the Long Island Railroad and Metro North Railroad. The interview looks at how by “changing the procurement process, changing the way software is bought, and radically changing the sharing of risk between supplier and customer,” a small firm can win these contracts over and above the big established players. You can read the whole article here.
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