If you’ve got a budget to buy some IT kit, services or consultancy then I can’t stress enough to look at your current supplier and ask yourself if you can do better.

I work for Integralis, one of the best IT Security providers out there and I know the one thing customers expect for their money is VALUE.

Value is essentially the blend of good price and good service.

Whilst a low price is attractive, there is a time when the price can be too low. When a supplier comes in too cheap there’s little incentive for them to deliver a good service and develop a long term partnership. Accepting that each side needs to do well out of a deal takes a mature approach but is key to developing a strong relationship between both parties. Be open with suppliers about the price you’re looking for, shop around and demonstrate in negotiations what the competition are willing to do for your business.

Quality of service is what it’s really all about and the only reason you’re spending the money in the first place, but knowing what to expect can be difficult. Here’s a few pointers:

1) Technical account management and architectural assistance. In the industry we call this “Pre-Sales” and should be free. These consultants (such as myself) should be available on the phone, on email and on site to help propose solutions and advise on the right direction for your business.

2) Flexibility and Agility. In these tough economic times everyone is chasing the buck, so suppliers should be creative, adaptable and responsive to your needs. If they can’t meet you or provide proposals in an acceptable timeframe, let them know your concerns and if required quickly move on to a competitor who’ll be able to help.

3) Excellence. Suppliers need to demonstrate top quality in everything they do. Again raise concerns with any issues you have but don’t settle for the status-quo when you feel you could do better.

Carl