2015 Top 50 Distributors: The Interviews
PM: What is currently the biggest challenge a distributor faces? How can one overcome that challenge?
JS: The biggest challenge a distributor faces is trying to keep a current client from going back out to RFP at the end of the contract term. … You can understand a client wanting to go out to RFP if the services you are providing are subpar. You even deserve to be fired if your service is bad. However, when the distributor is proving extraordinary creativity, service and fiscal economies, well, you will achieve much more greatness together by signing a contract extension instead of trying to find a low bidder.
Amanda L. Cole is the editor-in-chief of NonProfit PRO. She was formerly editor-in-chief of special projects for NonProfit PRO's sister publication, Promo Marketing. Contact her at acole@napco.com.