"Stop Hitting Yourself" - Choosing the Right Vendor

Over my career I have been on the "buying" and "selling" side of things - and my goodness have I "seen some things" and "have some scars". So I wanted to break things down quickly and simply to try to help folks make better decisions.

When it comes to selecting vendors for your organization, the process involves much more than just evaluating the product or service they offer. The vendor you choose can have long-term implications that extend far beyond the initial purchase.

People - It is always People.

The way a vendor interacts with and treats its customers matters. Do they prioritize building strong relationships and providing excellent support, or are they solely focused on making a sale? The quality of communication and responsiveness you receive can make or break your partnership. Do you get the "A-team" during the sales cycle, and then "radio silence" from then on?

The Vendor's Culture == Your Experience

Every organization has its own unique culture, and the vendor's culture will inevitably influence your experience as a customer. Do their values align with your organization's? Are they known for being customer-centric or more focused on their bottom line? Understanding the vendor's culture can help you anticipate the type of experience you can expect. It is not about a "right" or "wrong" culture - it is about compatibility.

People Buy from People

At the enterprise level, it isn't just about the product or service – it's about the people you'll be working with. The quality of the individuals you interact with, from sales representatives to support teams, can make a significant difference. Do they tell you when something sucks? If someone always tells you their BO is perfumed - you have to question everything they tell you.

Don't Expect Change in Nature

One of my absolute favourite fables is of the frog and the scorpion[https://en.wikipedia.org/wiki/The_Scorpion_and_the_Frog]. It teaches us that it's unwise to expect a fundamental change in someone's nature. Similarly, if a vendor is known for aggressive auditing and licensing practices, it's unlikely that this behaviour will change. It's essential to thoroughly research a vendor's reputation in this regard before committing to a long-term partnership.

The Deals You Sign Today Affect Your (and Other's) Future

The contracts and agreements you sign with a vendor today can have far-reaching implications for your organization in the future. Especially "enterprise agreements" that lock you in to certain licensing models, technology choices and the like. Once these are signed, they typically last for 3 to 5 to 15 years (depending on "re-ups"). If you can tell what your needs will be in 5 years time - I have a bridge you might like to buy!

Bonus Tip: Timing is Everything

Every year I see the same thing - customers have goals to "get our RFP out" prior to the end of the year. Then they go on holiday and look forward to returning in the new year to review the responses. Great plan right? You realise vendors are made of people too right? And they go on holidays too right? If you want to receive high-quality responses to your Request for Proposal (RFP), avoid issuing it during holiday seasons or other periods when key people may be unavailable or distracted. Timing your RFP strategically can help ensure that vendors have the bandwidth and resources to provide thoughtful and comprehensive responses. TL;DR Steer clear of Christmas, New Year, Easter, School Holidays, long weekends etc.

So choose right or choose wrong - just remember, if you keep making choices you come to regret - you should "Stop hitting yourself".