Hi fellow leaders, I'm looking for insights on choosing and engaging with vendors/consultants. What sales tactics have made you choose one over others? And what approaches have turned you off? Your experiences could really help me refine my selection process. Thanks in advance for your insights!

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I’ve been both the buyer and the seller. My approach is always the same. I am looking for (and aim to be) the authentic consulting partner that meets the client where they are at and helps them define their next. Not my next for them. Not my firm’s opinion of what they should do. But what is best for them - at their current level of maturity, with their unique goals in mind, with their organizational quirks, boundaries and constraints all framing how we might proceed. Sounds simple. Truly is my philosophy.

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I’ll share our intent in words similar to what I wrote above. Also, will add things like, “we hope through this process you’ve had a chance to experience what it would be like to work together. We are eager to take the next step, but of course, the choice is yours and you need to select the partner that is going to best fit this project and your team’s culture. We hope that is us. But we want you to move forward in whatever way is going to best drive your success.”

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Are you buying or selling?

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D1 - spot on! The “15-minute call” request or “let me know when I can drop by for an in-person chat” causes me to immediately delete the email. Like I’m sitting around twiddling my thumbs waiting for a sales pitch.

I’m also annoyed by the person who forwards the messages they previously sent me, asking why I haven’t responded to the 17 attached messages. 🙄

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