Would not brand equity built over years help shrink lead time for orders flowing in?
If for instance, you have done something for Merrill Lynch and Morgan Stanley wants to look at you, he does not care about past projects. Even if the (decision maker) has shifted from the former to the latter, he only wants to view you independently. Lead times could shrink in smaller jobs. In smaller jobs, for instance, post-SAP implementation, a client has performance problems, TCS would tell him how to fix the problem, how he could enhance performance and the study would cost $1,00,000. He might decide in a week. He won’t visit 10 companies shortlist three and so on. (For larger projects), they now shortlist 16 companies sometimes before they narrow down to the last 2 or 3 in a span of 9 months. Does it end with a final list of 2 or 3 vendors? Now, multi-vendor strategies are in favour with clients. Metagroup had a study in which 76 per cent of respondents actually preferred multiple vendors. Nothing more than 2-3. They won’t deal with 5 vendors. Those days are gone. Definition of m
