It takes a village to make a business run smoothly and the key players in that village are all clamoring for our business. We need bankers, we need IT support, we need help with accounting and taxes and we need resources to grow and service our clients. The problem is that once the engagement with our suppliers begins the real meaningful help from them often stops! I recently had a conversation with a CPA supplier asking why they weren’t being more proactive on my behalf and therefore “watching my back” so to speak. The answer astounded me. His answer was, “Jim, everyone wants that kind of service from us but they are unwilling to pay for it.” What? He in fact admitted that he is not servicing his clients! When I pressed him on that point he disagreed. We changed CPA firms. Message to suppliers: Serve your clients and they will pay! It is not just CPA firms. When is the last time I heard from my banker with a meaningful question or suggestion? When is the last time my IT support people reached out to me for an IT strategy meeting for our future well-being and growth? I could run down the entire list. Don’t get me wrong, we have been in business 14 years and pretty much know how to make things happen and get things done. Hand-holding by suppliers is not a desire nor having them constantly on our doorstep. A little show of concern and support beyond waiting for their phone to ring would be nice however. We attempt to be pro-active with all our clients and it appears to be a wide open field of opportunity. Become a heretic like us and strategize on how you can proactively serve your clients and make a difference for them. At least then we won’t be the last building standing in the village.
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