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4 Vendor Tactics that Frustrate CIOs


CIOs Are More Than Tech-Savvy

The CIOs of today deal with much more than technology.  They must also be adept at relationships and communicating.  However, one of the most frustrating relationships the CIO has to deal with can be the one with the vendor.  According to Eric Ernest of CIO Asia, there are four tactics in particular that frustrate CIOs the most:

  • Being focused only on making a pitch
  • Emphasizing on the product, and not the solution
  • Taking advantage
  • Not keeping to the deal

Vendors may be so concerned with securing that final sale that they lose sight of the client’s needs.  This can really be a pain for CIOs:

Regardless of what business you’re in, vendors play a key role in the success of your business.  Using the vendor management best practices to build a mutually strong relationship with your vendors will strengthen your company’s overall performance in the marketplace.  Ignoring these sound vendor management principles will result in a dysfunctional relationship that will have the potential to negatively impact your business.

Solutions Before Products

In that same vein, it is common for the vendor to emphasize the product they want to push rather than the solution that product may provide.  Although CIOs surely want dependable products, they also want to be ensured that they will see a return of some sort after purchasing said product.  This ties into point the third annoying tactic; taking advantage.  If the vendor feels that they are the one in control, they can use the CIO’s and organization’s reliance on a product to earn more or benefit more for themselves.

The final and perhaps most annoying tactic vendors tend to use is to not keep to the deal all together.  As Ernest notes, vendors will often try to justify breaking their end of the deal.  They may use excuses such as claiming that the client’s requirements had changed.  CIOs will always have to deal with vendors, but that does not mean they will always have to enjoy doing it.

About Anne Grybowski

Anne is a former staff writer for CAI's Accelerating IT Success, with a degree in Media Studies from Penn State University.

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