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

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

This IDC Perspective describes criteria for choosing vendors that are easy to do business with.A vendor's ability to meet technical requirements remains the number 1 most important selection criterion, according to the CIOs responding to surveys conducted by IDC. Nevertheless, being easy to work with is a close second according to the same survey data. Unfortunately, based on current vendor selection processes, cultural fit and ease of doing business are barely factored into the selection criteria; the result — cultural misalignment and fractured business relationships."Cultural alignment between a vendor and customer is a critical factor driving productive business relationships and must be a critical aspect of the selection process," says Aaron Polikaitis, vice president, IDC IT Executive Programs.

Please Note: Extended description available upon request.


Executive Snapshot
Situation Overview
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
What Are Your Vendors Already Supplying?
Framework for Creating a Comprehensive Portfolio Assessment
What If You Don't Have or Can't Find the Information Needed to Create an Assessment?
Characteristics of Difficult-to-Deal-with Vendors
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Related Research
Synopsis

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