How can you overcome vendor resistance to change and innovation?

1 Understand their perspective

The first step to overcome vendor resistance is to understand why they are resisting. What are their concerns, fears, or challenges? How do they perceive the benefits and risks of the change or innovation? How do they value their relationship with you and your project? By empathizing with their perspective, you can show them that you respect their opinions and interests, and that you are not trying to impose your will on them. You can also identify potential areas of alignment or compromise, and address their objections or questions.

2 Communicate clearly and frequently

The second step to overcome vendor resistance is to communicate clearly and frequently with them. You need to explain the rationale, goals, and benefits of the change or innovation, and how it will affect them and their work. You also need to listen to their feedback, suggestions, or issues, and acknowledge them. You should avoid surprises, ambiguity, or inconsistency in your communication, as they can erode trust and confidence. You should also use multiple channels and formats to communicate, such as email, phone, video, or face-to-face meetings, and provide written summaries or agreements.

3 Provide incentives and support

The third step to overcome vendor resistance is to provide incentives and support for them to adopt the change or innovation. You can offer them rewards, recognition, or opportunities for growth or learning, depending on what motivates them. You can also provide them with training, resources, or guidance to help them implement the change or innovation successfully. You should also monitor their progress and performance, and give them constructive feedback or praise. You should also be flexible and adaptable to their needs or situations, and accommodate reasonable requests or adjustments.

4 Build trust and rapport

The fourth step to overcome vendor resistance is to build trust and rapport with them. You can do this by being honest, transparent, and respectful in your interactions, and by showing genuine interest and appreciation for their work and contributions. You can also find common ground or shared values or goals with them, and emphasize them in your communication. You can also use humor, stories, or compliments to create a positive and friendly atmosphere. You should also avoid criticism, blame, or threats, as they can damage the relationship and increase resistance.

5 Involve them in the process

The fifth step to overcome vendor resistance is to involve them in the process of change or innovation. You can do this by soliciting their input, feedback, or ideas, and incorporating them into the decision-making or problem-solving. You can also delegate some tasks or responsibilities to them, and empower them to make choices or suggestions. You can also create a sense of ownership or partnership with them, and make them feel valued and respected as part of the team. You should also celebrate their achievements and successes, and recognize their efforts and contributions.

6 Negotiate effectively

The sixth and final step to overcome vendor resistance is to negotiate effectively with them. You can do this by preparing well, researching their needs, interests, and alternatives, and setting realistic and mutually beneficial objectives. You can also use various negotiation techniques, such as framing, anchoring, or concession-making, to persuade them to agree to the change or innovation. You should also be assertive, confident, and respectful, and avoid being aggressive, passive, or defensive. You should also seek win-win solutions, and avoid win-lose or lose-lose outcomes.