Use Your Relationships to Your Advantage

Time and time again, Adam Partners go head to head with Adam Direct and with other competition from our marketplace and WIN!  And the reason.........?  Those days, months and years that you have spent fostering relationships with your clients don’t go unrewarded.  Those customers who buy from you time and again look for the reassurances your organisation provides and trust that your partners will provide them with the same outstanding service.  Adam Continuity does and Adam Direct Clients are testimony to that. 

If there’s no value that your organisation can add to an opportunity and Adam Direct are bidding for the business too, it doesn’t make sense for us all to spend time duplicating work for no gain.  You will get 5% discount on the Adam price and you decide the margin you want to make on top of that.  In all cases over the past 2 years, Adam or a competitor has always won the business over the Adam partner.  If you do have things that you can bring to the party to add value to the overall proposition though, it could make all of the difference. 

Value-Adds can be anything – extra services, support, but most importantly, that special relationship that means your customer trusts you to provide the best solution you can, at the most cost effective price that Adam can.  One of Adam’s partners has closed two deals in the past 3 months based purely on their regular contact with one public and one private sector organisation.  They were both tender situations, both were also bid for by Adam Direct.  Both times the final cost to the organisations was above the Adam Direct bid price, included a healthy margin for the partner and both times it was their relationship that clinched it. 

There will be so many more of your customers that have never had contact with Adam and its here where the best business is won.  Adam doesn’t believe in flashy head offices. We prefer to plough our success back into our business and that’s why we can be so much more flexible and competitive than many of our competitors.  Pricing is based on 3 year contracts but, as partners, you can take advantage of a 20% discount on the 3 year price if you can sell a 5 year contract instead. 

Most of you speak to your customers regularly so ask them what they do for their Disaster Recovery/Business Continuity requirements and find out when their contract runs out with their current provider (plus remind them to check and advise within the usual termination period of 6 months!).  I will be happy to provide you with competitive quotes for business and look forward to seeing the benefits for both of us where their contract is renewed as a result of you winning the business.