When bigger is not better. Over the past few years there has been a roll-up going on in the IT services industry. Managed Service Providers are being bought and sold like hotcakes. Clients are being sold to the highest bidder. Surely, this is not what you signed up for?
You are not a number. My buddy Dave was talking to a prospect yesterday. He asked them. What do you think our chances are? The prospect responded with... We like you the best. But they said. As is common in business. We need to get at least 2 proposals. They went on. The problem is that our second vendor has not responded.
It is a fairly common practice for IT service providers to offer an SLA. A Service Level Agreement or SLA for short is a contractual promise to live up to an expectation. But what happens when that expectation goes unmet? Typically when an SLA commitment is not met the client is entitled to some recompense. Typically in the form of an invoice credit. The catch is this...
Most people in the US work in the service business.
People helping people.
Whether it's retail, food service, professional services or medical services it's all about people helping people.
With so many people in the service business it creates a sea of sameness.
It can be hard to tell a good provider from a bad one.
With everyone saying they’re doing the same thing how do you differentiate?
The reality is that we all don't do things the same way.
Give 2 people the same task and they will inevitably do it different.
While there are commonalities the delivery of a service is unique to that individual or company.
Combine a bunch of unique individual's and you have a company.
Another differentiator is point of view.
How a person thinks based on their background, experience and education.
Then there’s the concept of followers and leaders.
Everyone is different.
Each person will deliver a solution differently.
So when looking for a service provider the key is to look for someone who can first solve your problem.
And then second offer a point of view that inspires conference.
Align yourself with winners if you want to win.