It’s not that I don’t like you or your company, feel you do poor work, or are too expensive. It’s simply that our company has been doing business with your competitor for some time and they are doing an adequate job. Our contract with them gives me an excuse to avoid changing vendors. I’ll let you in on a little secret. If I really wanted to change vendors, I would only need to demonstrate good reason and my boss would have no problem with it.

To be honest, I’m getting a little annoyed by your calls to "just to check in". I need more. You would do much better if you called with some news: a recent legal decision that affects me, an incident in another state, or a technological innovation. I’m not asking for free services, but, if you want to impress me, show me that you are plugged in to the things that affect me.

I want to hear creative solutions to the things that give me pain. The last time you presented to us, it was all about your company and its great capabilities. It was very entertaining, but you never told me how you could make my life easier, improve my bottom line or keep me out of court. I don’t want to hear all about me or all about you. I want to hear all about us: what can you do about the things that keep me up at night?

This may come across as demanding, but I am a very busy person and have no time to deal with anything that doesn’t make my job easier. The fact is, your competitor isn’t any better, but since they are already part of our routine and compelling alternatives have not been presented, we continue to give them our business. Just thought you’d like to know.