💡 The Difference Between Suppliers and Specialists: A Powerful Insight
Recently, I had a conversation with a retired Canadian government procurement officer that provided a valuable perspective I would like to share.
He described a project involving the procurement of heavy machinery. He mentioned a supplier who failed to meet the contract specifications but tried to shift the focus to operational features—such as product speed, type of engine, range, and tonnage—arguing that certain requested features were unnecessary for the client’s intended use. In contrast, he told me about another supplier who was ultimately selected because they took the time to fully understand the client’s needs. They delved into the project details, suggested improvements, and brought innovative solutions to the table, making every effort to align with the customer’s requirements.
This conversation made me reflect: are we offering products, or are we solving problems?
Choosing a quality supplier goes beyond price or delivery time. It is about selecting a partner who deeply understands the project and is willing to collaborate for long-term success. This choice may seem subtle, but it is essential for the success of any operation.
Suppliers who merely stick to the contract might meet expectations, but those who are committed to adding value go beyond what is expected—they exceed expectations.
👉 How do you select your suppliers? Are they partners who add value, or do they simply deliver what was requested?
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