A customer’s decision in favor of a provider is more than just a surcharge.
This step is rarely a formality. It is often decisive for the subsequent success of the project. <\/p>\n\n
<\/p>\n\n
The customer is looking at several providers, not just for compliance reasons, but because it involves far-reaching investments.<\/p>\n\n
The focus is on business value, problem-solving expertise and the pursuit of strategic competitive advantages.
The idea of objective decision-making characterizes this phase.
The expectation is that we will make an informed decision.<\/p>\n\n
<\/p>\n\n
All providers endeavor to present their value proposition convincingly and position their own solution as superior.<\/p>\n\n
This includes personal discussions in which open questions are clarified and new impetus is provided.<\/p>\n\n
These discussions are asynchronous in terms of time and content, often with different contact persons on the customer side. The result is not a uniform picture for the customer, but a network of impressions characterized by individual perception and selective resonance. <\/p>\n\n
Internal communication rarely balances out this diversity. The idea that “everyone sees the same thing” seems plausible. In complex decision-making processes, it rarely is. <\/p>\n\n
From my own experience, I can say that even within familiar teams, the common situation picture often only appears to be consistent.
<\/p>\n\n
So let’s assume that the customer has developed a multi-faceted picture and therefore also different opinions about which solution is the right one. This heterogeneity is not a shortcoming, but a natural consequence of demanding selection processes. <\/p>\n\n
The central management task is to achieve a sustainable consensus without jeopardizing the company’s strategic objectives.<\/p>\n\n
Because consensus almost always means compromise. And not every compromise is sustainable. <\/p>\n\n
<\/p>\n\n
Irrespective of this, any consensus is tantamount to renunciation.<\/p>\n\n
Many employees have to say goodbye to their favorite solutions: This is not a purely factual process.<\/p>\n\n
It’s a separation process.
This aspect is often underestimated by providers and customer managers alike, sometimes with serious consequences.<\/p>\n\n
A lack of empathy on the part of the provider jeopardizes sales success.
Factors that can cause a project to falter, and often sooner than expected.<\/p>\n\n
This is precisely why decisions and the associated separations should be accompanied by empathy and convincing argumentation.
<\/p>\n\n
The same applies to the losing providers. They also leave the process with their ideas, concepts and solutions.
Not everything that loses disappears.<\/p>\n\n
Not a pleasant situation. The final steps of a long selection process are therefore often fraught with tension. <\/p>\n\n
This phase shows which provider is more than just a convincing competitor. And whether they understand that it’s not just about winning the contract, but also about saying goodbye. And who is in a position to help shape this transition. <\/p>\n\n
Not through pressure.
<\/p>\n\n
The award ends the competition.
And it is precisely here, in the transition between competition and partnership, that it is decided how sustainable a decision really is.<\/p>\n","protected":false},"excerpt":{"rendered":"
The silent second side of a business decision: A customer’s decision in favor of a provider is far more than a simple acceptance of a bid – it is also a conscious decision to abandon alternative options.<\/p>\n","protected":false},"author":1,"featured_media":4019,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"off","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[1],"tags":[],"class_list":["post-4147","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-unkategorisiert"],"_links":{"self":[{"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/posts\/4147","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/comments?post=4147"}],"version-history":[{"count":15,"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/posts\/4147\/revisions"}],"predecessor-version":[{"id":5956,"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/posts\/4147\/revisions\/5956"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/media\/4019"}],"wp:attachment":[{"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/media?parent=4147"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/categories?post=4147"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/tags?post=4147"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}