When you buy
Customers are very good a describing their current way of dealing with a problem - ranging from dancing around to avoid having to deal with it…
Everyone’s looking for a good deal.
When you’re on the buy-side of the equation, particularly when dealing with strategic suppliers and partners, the calculus is based on more than price and performance.
Sure, they’re important. Sure, you need know that you’re not being ripped off for the value you’re buying. Sure, you need confidence that the value will do the job you’re hiring it to do – whether that’s for an employee, contractor, good or service. But there’s more to it than that.
Relationship.
You need people you can work with when the world starts to melt. You have to trust them to do the right thing without having to argue them into position every time there’s a variance.
The short cut: use the buying process to build the relationships you’d want as a seller.
Skippy strategy: When you buy, make the process work for price, performance and partnership.
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Category:
Skippiness
And when the moment of decision comes: when there’s no chance of, or no time for, additional data; when the facts and opinions have been chewed…