Air Flow is a Prickly Supplier

A few posts ago, I talked about the merits of prickly customers for the supplier.

Think about the upside of being prickly – yourself.

To be prickly, it is a requirement to state: “What I really want is …”. This is in lieu of hoping the supplier figures it out for themselves. Or worse yet saying nothing out of fear of hurting or offending a partner.

For the suppliers who care to read this, they already know Air Flow can be a prickly organization. It is extremely demanding of suppliers. Several of Air Flow’s suppliers have received “the list” – a multi-page, small font, single spaced letter describing the things Air Flow feels they could improve and do about it. These aren’t the 3rd and 4th tier suppliers either – they are recognized and top brands. Despite their perceived status, they are not exempt from scrutiny.

What is amazing about this kind of prickly? It can create the moodspace for increased levels of trust. By agreeing to work together to get better (we complain, they question, we support, they pose, then act) we create the shared destiny that produces better results.

An amazing by-product is better relationships.

Until next time.