Reflections on Building a Lasting Vendor/Client Relationship

  Communications Management   CRM   Stakeholder Management  

Twenty years after their first encounter, a project management trainer (aka “the vendor”) and a consumer of that content (aka “the client”) take time to reflect on vendor/client alliances and their own relationship. (Spoiler alert: It’s all about the people!)

Tom Tracz worked in the automotive sector for over 25 years. Carl Pritchard ran an independent consulting practice for a quarter-century. In that time, they crossed paths, served each other’s organizations and built a lasting relationship. How did they do it, and how can you? They offer their thoughts on how to target a vendor-client utopia.

What makes the perfect vendor?

Tom: There is no “perfect” vendor, but there are “right ones” that you will realize are a great match for your organization. The foundation must be capability, otherwise you are paying for fancy presentations and regurgitated generic outputs.

The control of the relationship, whether in person or virtual, is challenged early when that one naysayer or skeptic raises their hand. The right vendor will listen and use their experience and street credibility to turn this difficult stakeholder into a convert in short order.

The right vendor will tailor outputs to your organization/culture/product (see the later question on “one-night stands” versus long-term relationships).

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