Found tips I wrote several years ago on how to choose a vendor-- still stand up so I thought I'd include them here ENJOY

1. Joyce Schwarz 10 commandments for being the
Vendor of Choice!
TEN COMMANDMENTS FOR BEING THE VENDOR OF
CHOICE by Joyce Schwarz, presented at NAB, 2007:
1) Remember clients pick people not just products.
2) Price is ALWAYS negotiable…just make sure you and your
client are getting a something for something deal.
3) Don’t just sell—get the prospective client in on the planning
process.
4) Problem solving – their problems are yours….nothing less than
fanatical support is acceptable.
5) Know their business, not just yours. Attend seminars on their
vertical with them if possible.
6) Their alliances and partnerships are your business too—help
them form them or you may be left out.
7) Build your brand, not just a product line. Productize and brand
your offerings. People buy brands not just products.
8) Get out there with demos/pilot programs/betas etc. Don’t just
sell the stuff, sell your expertise too.
9) Sell tomorrow, not just today. Most people are overwhelmed by
today. Sell them the vision of tomorrow and then deliver it.
Build it WITH them.
10) Strengthen your own partnerships and alliances, collaborate or
disappear!
Joyce A. Schwarz, JCOM, has helped her clients close more than $500 million
dollars of deals in her career. Her firm JCOM, emerging media & technology,
specializes in emerging entertainment technology, platform and media launches.
She is the author of several books on new media including: Multimedia: Gateway to
the Next Millennium, Harcourt Brace. Joyce co-wrote the NAB’s first book on
multimedia “MULTIMEDIA: 2000” in 1993.
You can reach her at www.joycecom.com, 310-822-3119,