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