Checklist: how to find a partner / contractor and ... a client?
Checklist how to find a partner, choose a contractor, tender for a service provider, requirements for an IT system, a scorecard for a candidate ... Before entering into any partnership, each organization tries to understand the criteria for success and make the right choice. And this is logical and correct. One thing is surprising - I have never met a checklist of an ideal client. Only his "portrait".
More often than not, there is no customer assessment process at all. It is believed that a new client is always good. Especially if he pays on time - confident companies, ordering the next training on sales. And honestly compare your capabilities with his goals and needs? "Well, HE chose us." It turns out a one-sided game, where the responsibility for the wrong choice is on who pays the money. Only here the company loses much more - its reputation.
It is obvious that if the values and goals of the parties do not coincide, then conflicts are inevitable. A trivial example: a company is focused on quality, and a client needs to quickly roll out a product to the market. It seems that there is experience, and the request is the same, and the money is paid on time - but what will we get in the long run?
It is not difficult to predict further events: everything falls down, the client is problematic, people quit. We will hire a crisis manager, use 80/20, train employees in customer focus, develop a bonus program ... This task is hardly easier than getting out of the state of “survival” at the time of sale, learning say an honest "no", and qualitatively move forward with those clients who want to go with us in one direction.
Ultimately, the business should also bring pleasure and push for development in the chosen niche, and not create problems for the owner. Breaking performance records is a spectacular goal, but staying on top will require more balanced approaches.