by Bob Baty-Barr
24. March 2011 09:53
The client - vendor relationship is a delicate dance to be sure. That is why i often shy away from the typical 'client-vendor' scenarios. In my client selection process [yes, I did say that I select my clients, but that is another blog post all to itself] I try to align myself with organizations that I can truly partner with. In the typical client-vendor model, the client tells the vednor what to do and the vendor does it without question. In the relationships I try to foster, there is a bi-directional flow of questions and answers, input and feedback - this is all geared toward creating the best solutions possible.
In this type of relationship, both sides have commitments. Commitment to a project proposal, scope and timelines -- but let's not forget there is also a commitment of financial resources. In a well-groomed relationship, both sides understand how important financial resources are to getting things done. The vendor side understands that funds are not limitless and that a client needs to get what they pay for. The client needs to understand that without financial resources, the vendor can not survive in the vendor role.
MTT, inc. has a policy of a 50% down payment on ALL projects. I use this down payment as a sign of not only good faith, but of commitment - a bi-directional commitment. I have taken your money, so I need to produce AND you have given me money to show that you are ready to get the project started. Trust me, projects will still bog down in the content phase - because, let's face it... they always do :) The point is that one party cannot try to hold another accountable to a schedule if they are not committed as well. Too often, the clients that haven't or aren't going to pay are the most demanding. Oh, and don't get me started on the concept of 'well, we have a 45 day payment policy' - because if i said i had a 45 day delay before starting a project after payment i sent... you see what I am saying.
I guess what i am REALLY trying to say is that in a 'giving relationship' both parties are much more willing to get things done and it just creates a more fluid atmosphere.
Okay, rant complete. Until next time :)