Instead, suppliers would do well to note the key factors
which influence companies once they start the evaluation and
selection process. These are first and foremost the vendor’s
ability to demonstrate an understanding of the company’s requirements
(86%), followed by the quality and professionalism of their
staff (82%), and their technical and commercial expertise
(78%).
Companies clearly prefer to check that vendors really can
perform as they claim, with 41% of our sample labelling reference
sites as ‘very important’ when evaluating specific suppliers.
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