How often is $500m worth of telecoms actually “sold”, if you know what I mean?
In WE you get competitive tenders, in MEA large orders are sold based on the personal reputation of the sales guy (& company). The main difference is the legal framework. In the UK you can sue over a contract, so it matters less who sells it. In Africa we don’t have contracts as they’re worthless, so everything is based on trust.
Even if you know there are only 2 or 3 companies who can bid for that work, the value in the sales team is keeping the margin up, so if your sales guy can save you from having to cut the prices by 10% to match a lower bidder, he’s worth a few % in commission…