They’re Your Vendor Not Your Partner ~ Revisited!
October 27, 2010 Leave a comment
You know it’s a recurring theme of this column to take pot shots at companies that insist that their suppliers are their partners. Well, here’s a true story – the names have been changed to protect the guilty.
A few years ago, our organization was called in to make a presentation to senior executives of a well-known communications company. Our Executive Briefing focuses on the role of effective technology procurement in achieving overall business objectives and includes a segment called “The Ten Truths in Technology Negotiations.” Naturally, one of the truths is your vendor is not your partner.
The senior-most executive in the room took great exception to that fact and went off on a rant about how all their suppliers are their partners and how contentious and negative we were to even imply that suppliers should be treated as anything but partners…
Needless to say, we weren’t invited back. But the story gets better.
Two years later, we received a RFP from the company inviting us to bid on renegotiating their maintenance agreements. It seems that they discovered that nearly fifty of their “partners” were overcharging them for maintenance.
Mr. Senior-most Executive is no longer with the company.
Our guest blogger is Dan Wallace, a staff member at ICN and Caucus-The Association of Technology Acquisition Professionals. For advice on how to renegotiate your maintenance contracts, contact ICN. If you have a story worth sharing, please contact ja4@dobetterdeals.com.