“Our solutions providers can’t assume that we’ll stay loyal to them. From our point of view, they need to earn our business every day. If they provide us the value that they promise, we’ll be great customers for them. We’ll even help them get other customers.”
Does this sound like any of your customers? We’ve heard this opinion about satisfaction and loyalty from a lot of different solutions buyers. In our experience, they tend to be fair but demanding. Many of them appreciate the value that you bring them, but have the “but that was yesterday…what are you doing for me today?” attitude.