I recently took a mini-seminar
on the different levels
of customer/salesperson relationships.
The first level is
when the salesperson is considered a vendor.
This is when you find out about
a new RFP (request for proposal)
on the day
the general public is informed.
Basically you don’t have any special relationship.
If you deal only with procurement,
this is likely the relationship
you have with your customer.
The second level is supplier/provider.
You know the RFP is coming,
and can prepare a bit for it in advance,
but you’re not involved in the process.
You may be asked questions.
The third and final level
is a value creating partner.
You not only know the RFP is coming,
but you helped draft it up.
You provide information
without being asked.
You deal with the end users,
and many departments within the organization.
It is much easier to replace
a vendor than a value creating partner,
and if a value creating partner
continues to create value,
that action wouldn’t ever be considered.