A short 5-10 minute phone call to key suppliers is a great way to gain full support. It is important to make suppliers feel comfortable with the process. Listed below are some key discussion points for eliminating any supplier hesitation in participating in an event.
1. Briefly communicate company background, event goals, potential value of deal, and event timing
2. Describe the process
3. Reasons for the new process
4. Participation Guidelines
5. Supplier Benefits
Some suppliers may still not want to participate. Try to understand their rationale for not participating and continue to reiterate benefits for suppliers who do participate. Remember, we can’t assume anything in this process. We need to over-communicate in order to ensure that we achieve adequate communication with the suppliers.
Lindsey Cook is a Customer Success Manager with Ariba. All customers are invited to join the private Customer Success group on Ariba Exchange, where you can access the Customer Success Spotlights, Lunch 'n Learn Webinar calendar and replays, and the Ariba Knowledge Nuggets.