Articles by Subject: 'vendor'

My first instinct is to take the buyer’s perspective, and that’s what these articles are generally about. But I’m not of the worldview that in order for buyers to succeed, sellers have to fail. In fact, the opposite is true: that when sellers and buyers both do their respective jobs well, it results in more…
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Here are some Expensive Sentences® that could cost you time and money: “There don’t seem to be any good vendors out there for this…” “It’s hard to know what solution would be best for us…” Whether it’s a home remodeling project, help with accounting, a new software module, a consulting engagement, a research study, or…
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“Before we move forward, who are your best competitors?”  This question – skillfully applied – is a Jedi-level tactic when interviewing a vendor. Here are some other great ways to ask it:  So, who are your strongest competitors? Who else should we talk to before deciding whether to move forward with you guys?  An apt…
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When you asked us to the dance We believed we had a chance   You called for answers, samples, fees But then ignored our expertise   If we don’t play we have to walk. Don’t you like us? Can’t we talk?   We’re so much more than spreadsheet cells. We think your ‘process’ really smells….
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Sellers have the will to please, Products, time, and expertise Buyers who will mine this gold Learn and solve while they are sold.   Question: When should we use an RFP versus an RFQ? People use these terms loosely, so let’s clarify: RFQ is a Request for Quote. RFP is Request for Proposal. Later we’ll…
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