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Good relationships are good for business. Building a relationship with a vendor takes time. It’s not uncommon for a buyer to work with the same rep for many years. They become friends, share stories and have a routine. That’s all good, right? Turns out the answer may be “not so much”.


Would a vendor take advantage of a friendly relationship? Probably not, but when was the last time you actually reviewed a vendor’s performance? Is your vendor still bringing good value? Are you challenging the status quo?

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