Hello, this is Laura Lee Rose – author of TimePeace: Making peace with time – and I am a business and efficiency coach that specializes in time management, project management and work-life balance strategies. Steve Wynkoop and I talk a lot about designing and managing our professional careers on a weekly interview on SSWUG TV.
At the end of the day, I transform the way you run your business into a business you love to run.
Today’s comment came from a busy entrepreneur:
How do I co-exist with other vendors?
Scenario; You are pitching to a potential customer about your service offerings, and potential customer says that he is already working with a vendor in the same space. How do I stay in the mind of this potential customer and remain an option?
Firstly, I would avoid saying anything negative about the other vendor. If you know something about the other vendor – take this opportunity to highlight some of the things that vendor does really well. Then talk about the differences between you and the other vendor. Highlight your differentials without saying anything negative about the other vendor. Sometimes you can create a special niche while you are talking to these potential customers.
For example: “Yes. I know that vendor. They are very professional and have great prices in larger, big package orders. What differentiates my services is that I focus on custom orders and sizes. Every client has an individual technical support person (a real person). Your assigned support person has the authority to solve your issue. They don’t need to wait for approval. So, whenever you need a more individualized service, please keep me in mind.”
Start networking with those same vendors
Stop regarding these vendors as competitors. Start networking and offering your help and services to them in a sub-contractor possibility. Find a way to collaborate by advertizing your niche or differentials to them. For instance, offer the vendor your services for customization to help them provide a fuller package to their clients.
How to you work with a vendor
Once you are in a working relationship with your “now collaborative” vendor, make sure you have a clear “understanding of work” between the companies. Some things you need to include:
- Explicit description of the work and time line
- Pricing or hourly rates – and how/when the payment will be made
- Acceptance criteria (make sure you agree upon what “done” really means)
- Consequences of note meeting the delivery timeline or quality requirements
- Agreement of who is the project manager (decision maker) on the project.
Conclusion:
Clearly understanding the project, who is in charge, what the time lines are, and pricing/charges often greases the wheels to a smooth project.
For more information or help on this topic, please contact LauraRose@RoseCoaching.info
Or sign up for a complementary one-on-one coaching call, just use this link https://www.timetrade.com/book/WFSFQ