Vendor Experience: The Next Frontier for Successful Long-Term Business Relationships

Executive Snapshot

• Figure: Executive Snapshot: Cultural Compatibility Is a Prerequisite for a Healthy Business Relationship

Situation Overview

• Figure: Most Important Characteristic in Selecting Vendors

• Bad Vendor Behavior and Long-Term Procurement Decisions

• Setting Expectations Key to Regaining Leverage

• Reputation and Cultural Fit Matters

Advice for the Technology Leader

• It All Starts with the RFP

• Figure: The RFP Process

• Figure: List Pricing/Product Information

• What Are Your Vendors Already Supplying?

• Framework for Creating a Comprehensive Portfolio Assessment

• Table: Key Questions to Be Considered as Guidelines

• What If You Don't Have or Can't Find the Information Needed to Create an Assessment?

• Characteristics of Difficult-to-Deal-with Vendors

• Table: Comprehensive List of Potential Behaviors

Learn More

• Related Research

• Synopsis