=+emails and telephone calls to the ministry, there was no news on the bids or the project from the Sandos government.

Richard Burns, Director of Global Operations for Pure Tone, contacted the Australian commercial attaché in Sandos, who told him that his best chance was to go to Sandos and try to meet the deputy minister of communications in person. Burns prepared thoroughly for the trip, rereading the proposal and making sure that he understood the details.

At the commercial attaché’s office in Sandos’s capital, Burns waited nervously for the deputy minister and his assistant. Burns had come to Sandos with a clear negotiating strategy to try to win the bid. Soon the deputy minister and his staff arrived, introductions were made and pleasantries exchanged. The deputy minister asked a few questions about Pure Tone and the bid and then excused himself, leaving his assistant to talk to Burns. After clearly indicating that many other compelling bids had been made by firms from