Is 50,000 feet to high for a first call?

Over the last number of months I have had the good fortune to meet and discuss outsourcing relationships with a number of direct and indirect contact center related companies.  These include fulfillment houses, software companies, training consultants and of course contact centers.  When meeting potential business partners I am always amazed at the variety of ways companies communicate there “ pitch”.  Some are from as high as 50,000 feet and others as low as 15,000.  Regardless of the message the introductions that have the biggest impact for me are the companies that have the confidence to communicate early on what they can and cannot deliver.  While some may feel that it is unnecessary to disclose strengths and weaknesses on a first call I am always motivated to work with a company that knows who they are and what they can deliver.  In my view the purpose of developing external relationships is to add value to the overall service offering.  The only way this can occur is if both parties are honest when identifying what they are good at and where they need help.

The next time you are developing a new business relationship try a lower altitude on a first call and dive into strengths and weaknesses; you may be surprised to quickly learn how much value can be added from both parties, which is the staple for any long lasting partnership.

-MC