Dancing With Vendors

Sometimes the dance is a beautifully choreographed piece wherein each partner (client and vendor) knows their steps and move effortlessly as one. More often, however, the dance partners are clumsily trying to figure out the dance and make many missteps along the way, at the cost of a few broken toes and many embarrassed apologies. We clearly get the impression from the many clients and vendors we speak to that the latter kind of dance is more prevalent than the former.When looking at this dance, both clients and vendors can be blamed, at different points, for missteps and bruised feet.

RN: What does a vendor need in a Request for Proposal (RFP) to really understand and be able to respond to a client's needs?
CD: In preparing an RFP, the client should be:
- Succint (many ramble on about things of no interest to the vendor)
- Clear (in wording, and about requirements, size of project, timing, key contact(s), and terms and conditions)
- Transparent about how proposals will be evaluated
- Thorough about submission requirements
CD: The most common culprits are:
- Lack of Communication!!!
- Unreasonable expectations (from both sides of the equation)!!!
- A confusion in terms of the vendor-client relationship (i.e., a client attempting to set the roadmap for a vendor in order to fulfill their future needs)
- Lack of cooperation
- Wishy-washy contract
- No flexibility
CD: Here's what is needed:
- Honesty
- Cooperation and openness (partnership type of attitude)
- Solid and continuous communication
- Reasonable expectations
- Trust
- Commitment
- Flexibility
- Solid contract with well thought out Statement of Work and a workable Change Management procedure
Note: Charlene will be joining us as a special guest in our next webinar, titled How to Create Happy Vendor Relationships, to be held at 12:00 Eastern on Thursday, July 20th.
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