If you said yes, let me give you a few reasons why this doesn’t need to happen. If you said no, you still might enjoy the read and get the riddle right. A cowboy rides into town on Friday and stays 3 days and leaves on a Friday. How did he do it? Answer at end of #4.
The first thing I hear every time a potential client is talking to me is “Randy, I’m in a contract for another 18 months, should we talk in 15 months?” I’m sure a lot of salespeople have sexy CRM tools and are able to pull that off pretty easily, but is that really what you want ? Faster, cheaper and better in a year and a half? I’m trying to give you value now and not make you wait. Try asking a woman out by saying “Would you like to go out to dinner Jan 13, 2015? I’m available are you?” Reasons to use another provider now or before your current carriers contract is up.
1. Diversification of other Telecom Services. Of course there are bundled services, but not everything has to be with one carrier. Believe me, I know your accounting department loves it, but do you? Don’t get me wrong – because I sell bundled services with one carrier all the time – but not to all businesses. Financial companies, clients who are willing to pay more $$ for extra insurance, and IT decision makers who have marching orders to diversify or resign if there’s a catastrophe, or if something goes awry are all examples of clients who don’t have to wait because their voice, or Internet is in a contract.
2. Different Service Needed. I’ve seen a full MPLS network designed by a software company and implemented within 90 days without porting, changing Internet providers , or needing more equipment. The beauty of this example is they could use the same MPLS network to add their phone lines and Internet access if they chose – after their other carrier contract was up. Co-Location is another idea of using another carrier at their hosting center while staying with the current on-site communications company. What carrier wouldn’t want some of your business now hoping to earn the rest later…or not. Also, how about a MetroE Internet connection, which is in the building starting at 10 Megs and much cheaper than bonding more than 2 T1’s together.
3. Issues with Current Provider Who Will Let You Out of the Contract. This used to be a popular one when there were a ton of carriers out there. But since we are down to just a few (exactly what Congress wanted!) this isn’t so popular, mainly because the networks have stayed up for the most part. Obviously there is individual case basis and some of you are ready to tell me war stories and I believe them all. But if it isn’t an Act of God, it won’t work. If the second a carrier hears PUC or FCC, you might get what you asked for.
4. New Carrier Will Buy Out Contract. This has been done especially when numbers have to be attained for Wall Street or someone’s President’s Club Trip. More realistically, I’ve seen the MRC jump higher with more services or bigger bandwidth pipes causing enough profit to make sense for the carrier. But usually the answer is no, unless you ask. But you have to ask the right person. Name of horse is Friday.
5. You Can’t Afford to Stay. This is different than #3 above since you are bolting without waiting for the green light. We have a customer who signed with a cable company that I’d rather not name, but it starts with a C and rhymes with Garter. We inherited their phone system work, but didn’t sell it to them originally. They couldn’t get line 3 to work and once that was fixed something else stopped working. Every few weeks the lines would be in a different hunt group and Garter would blame us…their phone vendor. Poof out of nowhere, so we would go back out and reconfigure system to handle different hunt group until the next call. It was over 6 service calls billed that they were hoping to get reimbursed. Oh and by the way, this was at the beginning of their contract. There were days they had no phone service and promised me they would go to one of my providers after their contact. All I could say was “I hope you are still in business!”
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