Are Your IT Suppliers Holding You Back?

Building Stronger Partnerships

Everyone works with suppliers, whether they provide business-critical software or keep a fleet of laptops patched – they provide the underpinning for modern business. 

However, over time, it’s easy to fall into a rut and inevitably bringing frustration to both sides. This can happen through evolving business requirements as well as stagnation. 

This can be acutely felt when embarking on a transformation and can lead you to question whether you have the right suppliers in place to take you where you want to go. 

In this Angle we will discuss what makes a strong IT partner, how they can support you through a transformation, all while getting a good deal.  

What Makes a Strong IT Supplier Partnership? 

The strength of your IT supplier relationships can significantly impact your business’s success. Here are some key factors that define a robust and productive partnership: 

1. Mutual Respect and Clear Communication 

Do you have complete transparency with your suppliers, do they seamlessly integrate into your organisation? 

• A successful partnership thrives on an "adult-to-adult" relationship where both parties communicate openly and honestly. Clear lines of communication are essential to ensure that both you and your supplier are on the same page, fostering trust and preventing misunderstandings. 

2. Mutual Benefit and Profitability 

A healthy supplier relationship benefits both parties – it should be a partnership. It’s important to ask: Is your supplier making money? Am I happy with their service? Do you both feel that the partnership is advantageous? 

• A relationship where both sides win is much more likely to be sustainable in the long term. 

3. Proactivity and Adaptability 

Are you suppliers only delivering what they’re contracted or are they able to drive innovation and flex to what is required for success? 

• The best suppliers are proactive, bringing ideas to the table just as much as you do. They should be capable of adapting to your changing business requirements, providing solutions that meet your evolving needs. Flexibility and customisation are key to ensuring your IT infrastructure supports your business goals. 

4. Quality and Reliability 

Are you getting the quality you expect from your IT suppliers? 

• Quality and reliability are non-negotiable. Good hygiene factors, such as consistent service levels and adherence to SLAs, ensure that your business operations run smoothly without unexpected interruptions. 

5. Continuous Improvement and Accountability 

Is your supplier committed to ongoing enhancement, or have they become complacent? 

• A culture of continuous improvement is vital for maintaining a productive relationship. This includes regular assessments of customer satisfaction (CSAT), service level agreement (SLA) measurements, and a clear understanding of roles and responsibilities (RACI).  

6. Alignment with Current Needs 

Does your current contract still meet your needs? 

• Over time, your business may outgrow the terms of an existing agreement. It’s crucial to regularly review and update contracts to ensure they continue to serve both parties effectively and are realistic and deliverable. 

7. Long-Term Commitment 

Is your relationship with your supplier built for the long haul, or does it feel more like a temporary arrangement? 

• A committed long-term relationship fosters deeper collaboration, with both parties invested in each other’s success with a roadmap in place. 

8. Fair Pricing and Value 

Are you getting fair and competitive pricing for the services provided? 

• It’s important to ensure that you’re paying for what you’re actually getting, and that the value aligns with the cost. 

9. Being a Good Client 

Are you providing your supplier with the resources, documentation, and assistance they need to deliver their best work? 

• Partnerships are a two-way street. Being a good client can significantly improve the quality of service you receive. 

So, What’s Next? 

If you find that your current IT supplier relationships are falling short, it’s time to take action before you’re faced with an expensive and time-consuming re-procurement.  

We would suggest engaging in the following analysis.  

• Supplier Relationship Health Check: We can conduct a thorough assessment of your existing supplier relationships, identifying strengths and areas for improvement. This "marriage guidance" approach will deliver a prioritised action plan to get your partnerships back on track. 

• Value Review: We’ll analyse what you’re using versus what you’re paying for, ensuring that you’re receiving the right value from your suppliers. 

• Contract Evaluation: If your current suppliers are no longer meeting your needs, we can assist with procuring a new contract that aligns better with your business goals. 

Don’t let poor IT supplier relationships hold your business back. Build partnerships that drive success and support your long-term growth.