Posts Tagged ‘Vendor accountability’
Holding vendors to results fairly, and what a vendor that delivers gains from it.
In the book: Chapter 7: Value Is Not Promised; It Is Proven (3) · Chapter 8: The Buyer Lifecycle Is Progressive Governance (1) · Chapter 9: The Value Control Loop (1) · Chapter 11: Outcome Credibility Markets (3) · Chapter 14: Who Controls Value Engagement? (6) · Chapter 18: VITAL: How Sellers Operate Within Governed Systems (2) · Chapter 19: Preemptive Value Architecture (1)
AI Features Added to Your Software Get Approved on Price Alone
Most companies have rules for approving a new software charge. Those rules check that the right person signed. They don’t ask what the new feature should deliver, so an added AI feature can be approved with no result anyone can check later.
Read MoreMaryland Renewed an Unfinished System Without Telling the Board
Maryland’s attorney general’s office renewed a software contract without telling the state board the system was unfinished. The audit’s fixes check deliverables and invoices, and none asks whether the system fit each unit.
Read MoreWhen Vendors Measure the Value You Get, Keep Your Own Record
Vendors and their partners are building funded programs to define and measure the value their customers get. That is real progress, and it makes the buyer’s own record more important.
Read MoreHow Your Vendors Will Respond to a Request for Value
The objections are predictable, a few of them are fair, and the vendor with real results has the most to gain from the page.
Read MoreThe Vendor Wrote Your Business Case. Nobody Ever Added It Up.
Economics set value in use aside in 1776, and sellers picked it up around 2003, which left the buyer with no instrument of its own.
Read MoreWhy What Was Sold and What Was Delivered Never Get Compared
A sale closes against a promise the account team never sees written down and inherits anyway. A buyer-governed standard, set before the first conversation, holds both teams to one document.
Read MoreThe Business Case for Your Purchase Was Written Without You
Most buying teams have never met business value engineering, the seller discipline that writes the case for their purchases. An insider explains what to ask for.
Read MoreHow Buyers Earn Preferred-Customer Status With Suppliers
Suppliers decide which buyers get their best people and scarcest capacity. The research says that decision runs on demonstrated behavior, not on order size, and it is reissued rather than banked.
Read MoreWhen Buyers Define Success First, Sales Conversations Change
Sellers convene the value conversation, host it, and keep the record. Inside a governed system the geometry reverses: the buyer defines value first, and the seller operates inside that definition.
Read MoreVendors Now Hire Staff to Define What Success Means for You
A seller-side vendor has made custody of the buyer’s outcome definitions into a permanent staffed role. No equivalent exists on the buyer’s side, and the definitions are being written into the systems that recommend.
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