Reverse Auction Guide is the complete resource for material suppliers participating in B2B Online Reverse Auctions, providing proven strategies and tools to help companies win more bids and protect existing business. These tools have been used to successfully manage hundreds of millions of dollars in online auctions, and provide detailed guidance covering all phases of the reverse auction process. Topics include the determination of whether or not a company should choose to participate, pre-auction preparation, live auction management, and the post-auction negotiation process. Specific plans and strategies are all based on whether the participating company is the incumbent or a prospective supplier.