The Wilkinson Group

Balance of Power

Balance of Power

Because the process of negotiating for refreshment services favors vendors who have the advantage of industry specific:

Time

Clients often achieve results that fall short of the potential benefits that were available.

	Knowledge
	Client	Vendor
	Limited because it is not the client's specialization Source:	Vast because it is the vendor's specialty Source:
	Past Experience (occasional/part time emphasis) The Vendor (biased?) References (of the Vendor)	Extensive and Continual Training Trade Shows Trade Publications Equipment Manufacturers Product Manufacturers Industry Organizations

	Time
	Client	Vendor
	Minimal because it is only one of numerous responsibilities Source:	Maximum because it represents their singular responsibility Source:
	Usually "Lower" on Priority List Shared or Volunteered Short-term Commitment	Always "Highest" on Priority List Continual Focus Long-term Commitment

	Power
	Client	Vendor
	Minimized because of limited knowledge and time Source:	Maximized due to vast knowledge, abundant resources of time and the client's deficiencies in these areas. Source:
	Value of Contract Status of Individual Account	Knowledge Time Flexibility

The Wilkinson Group Changes the
Balance of Power

scaleb.gif (10966 bytes)

By utilizing current industry information to monitor and direct the vendor's services for the client

By devoting the requisite time to maximize the vendor's performance toward the client's objectives

By partnering our clout with the client's own status to create maximum leverage in all negotiations

[About TWG | Balance of Power | Benefits | Acclamations]
[Newsletter | Contact Us | Home]

Copyright © 2000 The Wilkinson Group, Inc. All Rights Reserved.