Let's start with a scenario. A man walks into his doctor's office and tells the doctor, "I'm having pain in my foot. So, I'm going to a number of doctors to get quotes on what it will cost me to have the foot removed. I'd like you to explain your process for amputation, give me a budget, and provide three references for whom you've performed this work in the past. If I like what I see in your response, I will bring you in for an interview."
Seems silly, right? Yet, it's not too far removed from what many organizations are doing to address their own needs and in finding qualified business partners. The shortcomings of the absurdity illustrated above should be obvious:Continue Reading