| Tips on Successfully Mastering the Vendor | | | | introduce your colleagues to the vendor |
| Factor | | | | companies and open the door for your reps to |
| | | | successfully sign these new clients up to |
| Many consultants and business owners of | | | | their company. You just may become their best |
| today's Small Business IT companies | | | | friend—a real advantage when you need |
| understand the importance of growing quality | | | | that item in stock and it is in the warehouse |
| relationships with their client base however | | | | with another company's name on it. |
| it is equally important to create strong | | | | |
| relationships with your vendors and other | | | | Your partner reps may be paid straight |
| partners. A successful, positive relationship | | | | commission based on the number of sales that |
| with vendors and partners is just as critical | | | | come from the channel just like any |
| as obtaining quality clients to today's Small | | | | commissioned salesperson. The reps get paid |
| Business computer consulting firm. | | | | commission on the number of sales that |
| | | | happen. Consistently using this vendor puts |
| Why is it important to master the | | | | you into the position of a prime account |
| “vendor factor?†Vendors and | | | | worthy of extra time and effort. |
| partners can become a lifeline to your small | | | | |
| business consulting practice. They are the | | | | You may create an atmosphere of leads or |
| ones that will be there when you need that | | | | other benefits like market distribution |
| additional leverage for a client deal. They | | | | funds, case studies and other sources which |
| will be there when you need help in getting | | | | build your company as the “go to†|
| the right solutions for a deal that you are | | | | organization. Reaching out and helping your |
| working on. They are the ones that will be | | | | vendor reps and organizations, having a |
| available to you when you have those answers | | | | proven track record for bringing business to |
| to difficult questions. | | | | their companies, showing loyalty to the their |
| | | | channel and with distribution partners, along |
| A strong vendor and partner relationship is | | | | with not hopping from partner to partner |
| one of the most important pieces of your | | | | based solely on the price can reap rewards |
| business puzzle. Weak relationships with | | | | for your company. |
| vendors and partners can sink your consulting | | | | |
| practice. If you are the type of business | | | | I cannot say it enough - get involved with |
| person that hops from partner to partner or | | | | the day-to-day business of your channel reps, |
| vendor to vendor just because of | | | | distribution partners and others within the |
| price—well, this practice will hurt | | | | chain of your organization. Each one of them |
| your business faster than treating your | | | | will have different ways for you to become |
| clients with no respect. Small Business IT | | | | active with them- search out how to get |
| consultants need to create strong | | | | involved. When you can help your reps gain or |
| relationships with everyone up, down and all | | | | advance in their own companies, you become |
| around in their business. | | | | their immediate best partner or first contact |
| | | | person. |
| The power of two is one of the most powerful | | | | |
| forces in the small business computer and | | | | One last tip for success with the vendor |
| network support business. Pick one or two | | | | factor: when you travel to locations where |
| main vendors and stick with them. Find two | | | | your vendors or partners have offices, reach |
| major distribution partners as a source of | | | | out and visit their offices. Most of the |
| your systems, a couple of OEM partners where | | | | small business computer consulting firms |
| you purchase your systems and a couple of | | | | don't do this. When you visit their |
| other types of manufacturers and partners for | | | | operations or visit with your reps in person, |
| additional products that you resell to your | | | | you immediately gain the upper hand over your |
| client base. Having two resources to rely on | | | | competition because now you have an immediate |
| will give you flexibility when attempting to | | | | stronger relationship and also an |
| source items for your client base. Not every | | | | understanding of how the business is run on |
| company can do everything themselves. | | | | their end. |
| | | | |
| It is also critically important to understand | | | | Besides creating strong relationships with |
| how your vendor representatives are | | | | your vendor and partner reps, make a point of |
| compensated-- what makes them tick? Having a | | | | introducing yourself to the executive levels |
| firm understanding on how your reps are paid | | | | at all of your partner and vendor companies. |
| for the services they perform to the partner | | | | Creating relationships with the executives at |
| base is critical information for your | | | | your partners will thrust you into the top |
| success. Are they compensated on the number | | | | ten percent of their clients. For a channel |
| of items they ship? Do they get compensated | | | | focused company-- you ARE the client. That is |
| on the number of new partners they bring into | | | | exactly where you want to be for your vendors |
| the company? Or are they simply paid on the | | | | and partners—a first priority. |
| dollars of sales that their partners close? | | | | |
| | | | The vendor factor is one of the most |
| If your vendor or partner is paid on the | | | | important relationships you can form in your |
| number of boxes that ship to the end | | | | Small Business IT Company's long list of |
| customer, then they will be motivated to have | | | | relationships that need to be formed. The |
| all of their orders booked with enough time | | | | power of two will give you a backup or |
| to ship before the end of the month or | | | | alternate source when some partners do not |
| quarter in order to have the credit applied. | | | | carry a particular product line. Add the |
| This can work to your advantage if you need | | | | power of two to give you leverage with your |
| to get product quickly near the end of their | | | | clients, let your reps assist you with your |
| sales cycle. | | | | clients. They love joint sales calls. When |
| | | | you master building relationships outside of |
| What if your vendor or partner receives | | | | those with your clients you have taken a huge |
| compensation for the number of new partners | | | | step forward to achieving the vendor factor. |
| that come into the system? Then you need to | | | | |