When a business, either a private or public company or a government agency, embarks on a significant purchase, such as capital equipment, enterprise software, or a combination of both, it typically forms a Procurement Committee. This committee plays a crucial role in ensuring that the business secures the best product from the most reputable seller at the most favorable price.
The role of the Procurement Committee is often high-stakes, with some members feeling the weight of potential job security risks if the decision leads to an unfavorable outcome. In such situations, committee members frequently rely on their professional networks for informal reference checks, seeking reassurance in their decision-making process. Even if they consult with friends who work for a competitor, they trust the advice they receive and are confident in their honesty and integrity.
Since you have no control over who the buyer calls for a reference check, all your customer-facing channel partners must deliver consistent messages and outcomes. Hence, your customers have the same memories of dealings with you and your distribution partners.
This article was published in full on Thomasnet. Read the complete article here.
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Sam Klaidman is the founder and principal adviser at Middlesex Consulting. He helps his B2B product manufacturing clients grow their service revenue and profitability by applying the methodologies and techniques associated with Customer Value Creation and Customer Experience professions to assist his clients in designing and commercializing new services and the associated business transformations. Contact Sam here.
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