Asking vendors partnership-promoting questions

As I closed my Q&A with Gary Cohen, I asked about working with oursourced resources.   Service and technology providers are integral parts of many projects, but too often I see them treated like arms-length vendors rather than true partners. 

  • Crossderry: What kind of questions should we ask consultants and vendors to reinforce to them — and to other stakeholders — that we are all in this together?
  • Gary Cohen: To encourage partnership with consultants, I recommend asking the following questions:
    * What risks are there to you if the project fails?
    * What opportunity costs are you giving up in order for us to work together?
    * What would like to hear me say to you a month after the project has been completed? What praise, in other words, would signify the optimal outcome?
    * What might prevent you from hearing that praise?
    * What can I do to help you achieve the optimal outcome?
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