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The Client Coach How to build strong business relationships |
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January 9, 2002
Are you a partner or just a vendor?
By RANDY TUMINELLO
The Client Coach
The Client Coach
Most professional service providers, e.g. architects, engineers and builders, cringe at the thought of being labeled a vendor. This is quite understandable.
The unique nature of their “product” is usually very technical and complex, requires a transaction period not in hours or days but from several months to several years, and requires specialized skills—from artist and creative problem solver to psychoanalyst and coach. It is hardly an object that can be pulled off the shelf in typical vendor-like fashion. So as a professional services provider, how do you elevate your status from vendor to partner?
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Previous columns:
- 3 marketing resolutions for 2002, 12-19-2001
- Time for a change in change orders, 12-05-2001
- Recessions do have a positive side, 11-07-2001
- In a recession, focus on clients, 10-24-2001
- How do clients see you? Find out, 10-10-2001
- Tragedy can teach important lessons, 09-26-2001
- Successful marketing depends on three Ps, 09-12-2001
- Is your firm eating a balanced diet?, 08-29-2001