Should your IT Provider top your change list for 2019?

Breaking the Habit

Working at an office as steeped in history as Grenville Court is never a chore.   The buildings keeper, a loyal caretaker who frequently enthrals us with stories surrounding the property affectionately dubbed the ‘House of Prayer’ which once was home to a community of Nuns known to have died and been buried on the premises (creepy hey).   These days the carefully renovated property houses a number of businesses.

To say some of us were reluctant to move to an older building is an understatement, with most leaning towards staying in our modern office.   So why did we want to stay put?  Was it that we had just become too comfortable? or that the prospect of moving was just too stressful?.

Why are people so against change and how does this affect our business when it comes to choosing suppliers for instance?

So why are some of us so reluctant to change?

Let’s just paint a picture.  Its gloomy outside, the weather is turning colder and it is dark…  winter is coming.  At this time of year more than ever the prospect of choosing a new supplier or having to listen to another sales persons patter is quite frankly a pain in my backside.   It doesn’t matter that it might be the deal of a lifetime, or make me look like a god in the office to my boss for saving the business so much money, I’ve been dealing with Derek for 5 years and I happen to think Derek is alright.

It just doesn’t make sense; why on earth do we insist on staying with the same supplier even when we know that we could be getting better value and service elsewhere? It can’t just be the weather.

Like all organisations we as customers fear change.  It’s the sort of amorphous issue that we just don’t think about because it manifests itself subtly in our brains without us even being aware.  

In theory, change should be simple.  For instance, when walking down a familiar street, you come to a construction site and need to change your path. You will assess the area, find a detour and follow it to get where you want to go. Inherently, this situation shouldn’t cause any stress but our brains offer a number of special quirks that cause us to see things differently.  When we’ve taken the normal path before, we need not worry that it’ll take us anywhere but where we want to go. When we run into an obstacle, suddenly information we trusted has broken down. Where does the other road lead? How long will it take? Is it dangerous? What we don’t know tends to scare us. As a result, we tend to act pretty irrationally to try and prevent change, often without realising it, and make our lives unnecessarily problematic.  

Fear of change might stop us changing supplier but what drives us to?

If fear stops change then what motivates us to make a change?  There are four main reasons:

  1. To solve a current problem 
    A simple one hey.  If you feel you have a problem that is hurting your business and you don’t feel that your current supplier is going to be able to fix it then you will naturally look to find someone who will.
  2. To make an improvement
    We already know that Derek is doing a great job but that doesn’t mean you as a business can’t see room for improvement.  Improvement is the second most powerful reason that a customer will change supplier.
  3. Regulations and compliance
    It’s simple.   If your current supplier cannot meet your needs and keep you compliant you are going to make a move.
  4. To get the lowest price
    Many sellers believe that offering the lowest price is enough of a reason to change supplier, but the reality is this occurs very infrequently.   Working to find the customers problems and improvements may well be more valuable to the customer than a price reduction.

Moving forward

Businesses are relying on their suppliers to reduce costs, improve quality, and develop new processes and products faster than their rivals’ vendors can to keep their business ahead of the competitors.

No business needs to be convinced that in today’s scale-driven, technology-intensive global economy, partnerships are the supply chain’s lifeblood. Companies, buy more components and services from suppliers than they used to.  Gartner’s forecast for worldwide dollar-valued IT spending growth in 2017 has been revised down 0.3% to 2.7%, a good increase from negative 0.6% in 2016. The constant-currency forecast remains 2.7% for 2017.

The issue isn’t whether companies should turn their arms-length relationships with suppliers into close partnerships, but how.   The experts agree that businesses should build supplier keiretsu: close-knit networks of vendors that continuously learn, improve, and prosper along with their parent companies.

Is it time to re-think your supplier?

Is your workplace future ready? By working with us, clients benefit from the dedicated expertise our consultants and support team provides. Whether it’s vendor independent sourcing services, comprehensive installation, maintenance support to complete managed print solutions, VitrX has the track record to support you. Our focus is on providing you with the outcome that prepares your business for the rigours it will face. As a direct outcome, we have forged long-lasting, trusted relationships across the globe.

 

Don’t be afraid of change.  Be smart.  Work with VitrX.

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