Dealing with resistant vendors in your IT strategy update. How can you navigate their pushback effectively?

1 Build Rapport

Building a strong relationship with your vendors is key to overcoming resistance. Start by engaging in open and honest communication. Express your strategic vision and how their cooperation is vital to its success. Listen to their concerns and show empathy towards the challenges they face. By fostering a collaborative environment, you can create a sense of partnership where both parties are invested in the outcome.

2 Leverage Contracts

Your contracts can be powerful tools in negotiating with vendors. Review your agreements to understand the scope of services and leverage clauses that align with your strategy update. If necessary, renegotiate terms to accommodate your new direction. Remember, it's important to maintain a balance between firmness on your needs and flexibility to accommodate your vendor's capabilities.

3 Offer Incentives

Consider offering incentives to motivate vendors towards alignment with your strategy. These could be financial rewards for meeting milestones or long-term benefits like contract extensions. Incentives demonstrate your commitment to the partnership and can help sway vendors who are on the fence about embracing the changes you propose.

4 Escalate Diplomatically

When resistance persists, it may be time to escalate the issue. Do so diplomatically by involving higher-level stakeholders from both sides. This should not be a confrontational move but rather an opportunity to discuss the strategic importance of your update and seek executive support to find a mutually beneficial solution.

5 Collaborate on Solutions

Work together with your vendors to brainstorm and develop solutions that address both your strategic needs and their concerns. Collaboration can lead to innovative approaches that neither party had considered independently. This joint problem-solving process not only helps overcome resistance but can also strengthen the relationship for future initiatives.

6 Monitor Progress

Regularly monitor the progress of your strategy implementation, especially in areas where vendor resistance was encountered. This oversight ensures that any deviations or issues are addressed promptly, keeping your update on track. Continuous engagement with vendors during this phase reinforces the importance of their role and keeps them accountable to the agreed-upon changes.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?