The RA team will develop relationships across the business and with the system suppliers. If you take an objective view, some relationships will work better than others. We need to understand why this is to ensure the team continues to be effective and become smarter with those relationships that are not as smooth.
The best relationships come when both parties are genuinely working for the same goal – there is co-operation between the teams and no finger-pointing or point scoring. And surprisingly, the best relationships are not the ones where the most money is found. Finding money can obscure the underlying tensions between teams – which only surface when the success ends.
This is also true when dealing with your RA System provider. The usual problem comes from the different aims of the two parties. The business is looking for a partnership to provide the support and controls it wants as the business grows. Some vendors appear to have little interest in the business plans of their customers unless there is an upselling opportunity.
So, what makes a good partner?
- Someone who can support your team by providing additional expertise in revenue assurance, not just help in using its tool.
- Someone who will listen to you and help you find practical solutions to your problems.
- Someone who talks with you about your business and where it is going, working to make sure that the right tools are available just when you need them.
Which then leads onto how do you identify these partners – many organisations promote themselves by shouting about how much they have found, they use fancy mathematics to inflate the benefits, so choosing based on what they say they will find is fraught.
A good RA Tool Supplier will be able to identify a customer as a reference, someone you can talk to independently to get some feel of how they operate. Don’t just ask about the quality of the tool, the ease of use, the maintenance, ask also about the role they have played in the growth of the organisation, how well they understand and align themselves with the objectives of your business, how they responded to managements requests for support and how they are viewed by people at different levels of the organisation.
Although never explicitly mentioned, there is the corresponding side – the Tool Vendor will want to know how easy you are to deal with, committing resources to an unproductive relationship is bad business for both sides.
Ideally you want to find someone who can become a long term partner – do the background research to choose the right one for you. Spending the time to choose wisely in the beginning is never time wasted.
Talk to XINTEC, find out what they have to offer, you will be pleasantly surprised.