Getting the most out of I.T. vendors

Posted: June 4, 2010 in CIOs, vendors
Someone's got to do it ...

Giving cold shoulders to cold callers may be self-defeating.

OK, you might not have to go as far as Zappos’ Tony Hsieh, but treating vendors as you want to be treated can pay off.  Yes, even unsolicited vendors.

IT executives should, for example, use permission-based spam filters, so that the
promising and respectful vendors’ messages do come through.

Routing e-mailers and callers to a supplier portal is useful, too. When they arrive there, vendors can articulate their value proposition and cite an example of a similar customer for whom they delivered
quantifiable and relevant value.

Finally, CIOs should be more willing to reward good vendors with detailed case studies that relate the value delivered by the supplier, and thus help their colleagues better screen solicitations and develop potentially valuable business relationships with vendors.

Yes, there are cold calls that offer valuable solutions.  And there is need for buyers to have
a way of hearing what those vendors have to say and filter out the rest. None of
these tactics are revolutionary. The best companies already implement them to their
business advantage.  With no coldness.


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