The Expense Category Manager Doesn’t Know the Industry’s Language

Buying from an industry is significantly different from being seen as a peer.

Not only is the conversation different, but how you’re treated is different as well. If there is a temptation on the part of the vendor to charge the highest price possible, it won’t happen here.

Peers quickly get a feel for the knowledge and experience the other individual has. When you know that a peer has about the same knowledge and experience, you’ll be on your best professional behavior.

You already know that anything less will be caught instantly, so there’s no reason to even try anything. This means that your company receives more competitive pricing with a higher level of product/service quality and vendor support.

“Locals” or “industry insiders” always receive the best treatment within their respective domains.

Next week…Reason # 9