The Networking Web

What a strange morning.  I'm at a conference, in my hometown.......though 45 minutes away from home.  I find out late last night (while still at conference events) that I need to join a colleague on a roadtrip early this morning, and we're going to meet in downtown.  I happen to have extra clothes with me, just in case I got stuck due to weather.  So, I decided to stay in a hotel in downtown, rather than make the roundtrip late night and early morning.  Now, everybody is late due to ice on the roads, and I sit in this hotel................waiting.  This morning feels like any other morning during the week, living in a hotel, waiting on someone to pick me up,  But this time, I'm so close to home.  Strange.

When going after a big sale in my industry, and many others I imagine, 1 of 2 factors generally wins you the job.  Either the lowest price, or the best relationship.  Every now and then a vendor is selected for a different reason:  the best product, local availability, etc...  But, my guess is that 90% of projects are won on price or relationship.  The big problem is, with each job, you can't ever tell which one will win between price and relationship.  You really don't know until the project is awarded.  Most companies don't excel at both price and relationship because, in order to have the relationships you must have a strong sales force.  A strong sales force means more overhead, which means a higher price.  It's difficult for companies to own a market, due to the fact that they would have to have the best relationships and provide the lowest pricing.

So, at a conference like the one I'm currently attending, it's all about building new and cultivating existing.........relationships.  These clients, are clients forever.  It's not a buy once and never speak to again industry.  This is my 5th year to attend this conference, and it's the same faces.  The measuring stick for me is this:  How does year 5 compare to years 1-4 to me?  Each year becomes easier to pre-schedule get togethers with clients.  I have a client with me at every meal and event.  They introduce me to new potential clients.  And the web of the client network spins.  It becomes magical, and business becomes easier and more exciting.  I can't wait to see what year 10 will be like.