Working with vendors

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Permalink Reply by WeddingMediator on December 3, 2009 at 1:06pm

Hey Melissa, Congrats on moving your business to the next level. Negotiation skills are part of the 'people skills' I teach over at Positively Wed so I'm glad to be of help.

Of course you've probably already identified the vendors who have great reputations and work in a similar style to yours. Next, if I were you, I'd ask for a brief 'get to know ya' meeting to introduce you and your company. That's when you can really see if you click by asking questions like,

How did you get into the business?
What's your favorite type of bride?
What would you like to accomplish in your business in the next 6 months that I can help with

You're trying to build rapport and trust so keep it friendly and casual. Don't rush in to ask for a discount yet. This person doesn't know you or your work. Spend a little time cultivating the relationship before you look to harvest. And, be prepared to answer those questions for the other vendor.

After you've established your relationship, you can ask about a mutually beneficial arrangement, whatever you deem that as. Talk about all the details. Like when the discount applies, when it doesn't, what happens if plans change, etc. Because it's a lot to remember all at once, I generally like to confirm our mutual understanding in a short email, asking the person to signal she understands and agrees or share what her understanding is. That way things are clarified and you have a paper trail. Just in case. Which leads me to ask, do you have a dispute resolution plan?

No one ever thinks things could go wrong, but they do. It's always better to agree beforehand how to handle issues instead of in the moment, when you're likely to be frustrated or distracted. Hope that helps. You'll find more tips at my site, http://positivelywed.com Good luck!