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Program Growth Begins at Negotiation

Even before I start talking specifics with a prospective customer, I can usually identify how successful a future program will be based upon the initial conversations. The first interactions start with very basic information about sales and customer needs. Eventually, we begin to hear questions like, “I’m not sure that this solution will work for X segment of customers, because Y. Is there another way to achieve Z?”

That’s when the process starts getting exciting.

Great programs are lead by individuals that ask this question and that are willing to engage us to brainstorm on solutions to their needs. I’ll break down why:

• “Because Y” invites us into their thoughtful rational.
• “Is there another way” invites discussion and partnership.
• “I’m not sure that this solution will work for X segment of customers” displays a genuine interest in their own customers’ interests and the potential growth of the program.

And as those letter-variables start adding up, the strength and transparency of the partnership between the client and the vendor becomes increasingly important to ensure program growth.