The Vendor vs. Partner Paradigm
I've been thinking recently about the significance of these two expressions in defining the relationship between a service provider such as fusionbureau and our clients. In simple terms, in a pure vendor situation, every deliverable is pared down to a commodity. One single piece of design = JPYXX,XXX, a single word of copy costs JPY5 etc. For every discount the buyer negotiates there is a net gain to the buyer and a net loss to the seller. This is often referred to as a 'win-lose' - a zero net sum gain. In a partnership type arrangement, both parties approach a project not with the aim of maximising profit on each constituent element, but with the greater goal in mind - a so called 'win-win'. The provider proffers ideas and solutions without hesitation and will even offer additional service because it knows that neither side will attempt to exploit the situation. Although there are certainly various shades of grey, if we are to divide clients into those seeking 'vendors' and those seeking 'partners' then there is clearly a difference in expectations that needs to be managed. Also, although 'partner' sounds all fluffy and idealistic, it doesn't mean that there isn't a solid business case for the 'vendor' approach. The nature of the relationship is also significant in terms of goals. In a vendor arrangement, should the vendor only be responsible for delivering the service to specifications and at the required price? And in a partnership arrangement, should the provider be aiming for higher level business goals and should they have a stake in those business goals being achieved? Which side of the fence are you on? I would be interested to hear feedback on this.
