Page 19 - engage workbook

3 relationships

Ad-hoc relationships

Characteristics

• The buyer initiates contact when they have an urgent need - they buy your ability to
react quickly.

• There is some work and it can be big projects, but work is not constant or predictable. video

• Both parties see the work as a distinct project with a start (signing the contract) and
an end (issuing the invoice).
Learn
Explain

Advantages Disadvantages

• Little effort on an ongoing basis. • Typically projects are urgent and can put
huge stress on your people. You cannot
• Windfall revenue when the business plan budgets or resources for the work.
comes as it has not been budgeted for.
• You don’t get to know the ongoing
strategy for their business or identify
future needs.

• No genuine loyalty and limited chance of
referrals.

• When not an urgent need, often need to
go through a proposal process to secure
specific pieces of business.

• Risk to quality and reputation where
resources are stretched.

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