After 24+ years in the Life Sciences training industry, I have worked alongside many outsource suppliers, on a variety of projects. So, what makes a great vendor?
Since part of my role is helping clients establish successful vendor relationships, I can tell you from experience that there is one outstanding characteristic of the best vendors:
They listen more than they talk.
Creative questioning almost always leads to better outcomes – and I mean right from the start, in the sales/business development phase.
Some people can’t wait to sell you something. They might overwhelm you with opinions, pre-existing ideas, and promises. You don’t feel like you’ve been heard.
The best vendors realize that they are on a shared journey with you, and only by asking in-depth questions and sharing relevant insights can a training project be well-targeted and well-designed.
Salespeople tell and push. Consultative partners ask and listen.
When I provide workshops and consulting for you, and when I partner with another training company to help you create unique solutions, there is one thing I can guarantee you:
We’ll listen more than we talk.
Steve Woodruff, aka the honorary Mayor of LTEN, is the author of the book Clarity Wins.
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