Your alchemist is not the most graceful person on the planet. Ever since my childhood dance teacher suggested–not unkindly, mind you–that perhaps being a prima ballerina was not in my future, I’ve been a little leery of anything that requires physical coordination. When I do dance, it’s either in a dark, crowded room where nobody’s really looking at me, or in the privacy of my own apartment, where I can lace up my Doc Martens, crank up something gothtastic on iTunes, and let ‘er rip.
Dancing with vendors is a slightly different proposition, but, I would argue, only slightly. The same amount of grace and dexterity is required, and there’s certainly plenty of sweat involved. Your mission, should you choose to accept it, is to pick the best products and services for your library. This involves setting good boundaries, being able to say no without closing a door to future interactions, should your needs change, communicating your needs clearly, and, from time to time, letting poor behavior roll off your back.
All things considered, strapping on a pair of pointe shoes again sometimes seems preferable! That being said, though, I’ve been practicing this particular form of dance for about two years now, and I think I’m starting to get the hang of the basics. Maybe in a few more years, if this sort of thing continues to be part of my responsibilities, I’ll be able to execute the pas de deux with the best of ‘em (like our former deputy director, who was, arguably, the Martha Graham of database negotiation).
Here are some behaviors that work well for me in the sense of keeping me relatively sane when doing the vendor dance. I’d also like to offer some suggestions to vendors so that our dances together can be more enjoyable for both of us.
Dance Steps for Librarians
- Try scheduling vendor calls. Your Outlook calendar can be your friend. If your life is as busy as mine, you can’t always take a call when the vendor wants to talk…and yet, sometimes, you really will be interested in what they have to say. Offer to schedule a time that’s convenient for you. This cuts down on random calls, and lets vendors know you’re willing to dance. If a vendor isn’t willing to work with you on your time, maybe it’s time to rethink that relationship.
- Learn to say no. I know, I know. If we could all figure this one out, the world would be a magical place full of sunshine and rainbows. Still, the only way you’re going to get better at this is if you practice. There are a million ways to say no, and many of them are kind. “We’re going in a different direction right now” and “This doesn’t seem like the right solution for us at this time” are two examples. There’s something to be said, as well, for the basic, “No thank you, we’re not interested right now.” Pick your poison, but pick one (PA residents should feel free to invoke the state budget dilemma)!!
- Screen your calls. This is a sticky wicket for me personally, because I don’t have a personal extension or voice mail. I hate asking my colleagues to run interference for me and take messages, but the fact of the matter is this: if you’re the vendor contact, and you take every single call that comes in for you, you will go stark raving mad in short order; in addition, you will never get anything else done. If you can screen calls, do it! If you can’t, talk to your boss and colleagues about what a good solution for your office might look like.
- Take calls when you can. Vendors are human beings with a job to do, so you should treat them with the same respect you would ask for yourself. That means actually taking their calls when you can. If you aren’t interested in the product, see #2. If you’re interested, but the timing isn’t right, say so, and suggest you talk again in X number of months, or next year, or next budget cycle.
- Have FAQ information organized and ready. Vendors often need to know certain things in order to quote us prices accurately. Often this information includes population served, number of cardholders, city/county population, and/or number of public computers available. Write these things on an index card and keep it handy. That way you can make the most of your phone time by being prepared for questions.
- Be able to articulate specifically what your users want and need. By the same token, there are certain things you’re looking for in a product. Make a list of these and ask about them right away. If the vendor cannot fulfill your needs, it’s better to find out right up front. Then you can go straight to #2 for the polite “no.”
- Don’t take bad behavior personally. Selling something for a living–and some folks are solely on commission–can really stink, especially during these economic times. If you’re working with a vendor who dances clumsily, please try to remember that they did not get up this morning hell-bent on ruining your workday. A vendor’s job is to sell you things. That’s just how it is. If their behavior bugs you, please go find a colleague to vent to, or watch a funny kittens video on YouTube, or make an ice cream run, or whatever will get you through the day. Just don’t take it personally, because, quite frankly, it isn’t.
Dance Steps for Vendors
Dear library product vendors: Your job is a tough one, and I know I wouldn’t do it very well, so I appreciate the hard work you do. Here are some suggestions I would like to make that could improve our relationship all around, and make for better business transactions.
- Please don’t send me presents. I don’t know you very well, and getting a gift from somebody I don’t know is a little awkward and doesn’t feel ethically correct. On top of that, giving me a present is not likely to influence my purchase decisions, especially if your product isn’t what my patrons need right now. I’d much rather the money you spent on presents went toward improving your product, and making sure all your employees get a fair wage.
- Please don’t call me 3 times in 30 minutes. If I can’t take your call, it’s because I have another committment. Working in a large public library is delightfully insane, and it doesn’t make for predictable phone availability. Repeat calls in a short period of time doesn’t make me enthusiastic about your persistence or your product. I know you’ve been burned on this one before, but I’d appreciate it if you could trust me.
- Please learn to spell and pronounce my name. It’s a little tricky, I’ll grant you, but it’s not like they call me Chasmodeus Czyrwilmeninczky. I accept that I’ll probably have to explain it once or twice. Once we hit three times, however, it just seems like you’re not listening.
- Please don’t write me long, friendly e-mails full of chit-chat if we’ve just met. If I’ve contacted you for information, I’d like just that information. I know that the current business emphasis on making the customer feel valuable has resulted in a lot of friendly gestures designed to make us feel comfortable with you as people. A good working relationship, however, is built over time. If I buy your product, and we work together a lot, a level of informality will grow naturally. Being overly folksy right out of the gate is somewhat off-putting, however.
- Please answer the questions we actually have. I know you’re really proud of your product, and you want to tell me everything about how it’s going to change my life. But if I have a question, I’d really like the answer to just that question, and not an explanation of all the other great things. If I ask about a feature you don’t have, don’t tell me about the other four features you DO have. If I have questions about those features, I will ask you.
- Please don’t take “no” personally. If your product isn’t right for us, or we have to cancel your product due to budget cuts, or whatever reason we’re saying “no” at this time…it’s not personal. You didn’t do anything wrong, per se, and you should take our “no” at face value. Calling repeatedly to find out the “real” reason why we canceled is kind of stalkerish, and doesn’t inspire a change of heart.
- If we ask for a trial, please don’t offer us a live demo. This is especially applicable to vendors who are just now discovering the library market, and don’t know public libraries or their users very well. We want to get our hands on your product and playtest it against the realities we face every day. Live demos can be interesting, but there isn’t always time in the day for them. On top of that, a lot of time can be wasted in a live demo trying to get you to cut to the chase. I know you’ve worked very hard on your presentation, but there are certain things we look for that only a good playtesting will assess accurately. If we have questions, or want a live demo, we will ask for them. Pinky swear.
Now, all of that being said? I work with some really cool vendors. I’m Facebook friends with one of our reps, and she’s been insanely helpful in terms of training, answering questions, tech support, etc. She also understands the boundaries of our professional relationship and doesn’t feel the need to comment on every conversation I have. There’s another vendor with whom I wish we were doing business (stupid PA budget) because she’s perfected the art of knowing how often to call to see if our situation has changed, and she’s clearly done her homework on public libraries because she knows what’s important to us and what’s not. Doing the vendor dance doesn’t have to be a hair-pulling, migraine-headache inducing experience; it can be pleasant, cvil, calm, and–dare I say it?–even fun on occasion. It only works, though, when we all strive to dance well.
As ever, I would like to hear your take on these things, and I’m open to other perspectives. Do you work with vendors at your library? How’s that working out for you? Do you have any tips for an intermediate, still slightly clumsy, alchemist?
Oh, and I wasn’t kidding about the Docs or the dancing. Might I suggest A Life Less Lived? To see if it would be your cup of tea, here’s a representative sample:
Happy dancing, and I’ll see you next week.