The cycle and perils of a business relationship.
The steps involved in selling a technology that is never or very rarely supposed to go down.
1. Get the meeting - hard to do.
2. Get the signature (execute the contract) - harder to do.
3. Implement the solution well - really, really hard.
4. Keep your 24x7x365 service/product up and running - EXTREMELY hard (think about five 9's of up time)
5. Re-win the business at the end of the contract - very extremely hard.
6. Repeat starting from step #1 until you die - virtually impossible.
This cycle of building a long term relationship with your vendor is strife with hazards.
Just like the post-it says "Do not turn the button off. It is not the power button & could cause a fire."
All it takes is one unwitting person to ignore the post-it and you might burn your office down to the ground.
In the six step business journey above, ONE bad experience needs approximately TEN positive experiences to get the relationship back to an "okay" state. Not a good state. Absolutely not a great state. It's just an OKAY state.
(Reference to the lifetime work of Dr. John Gottman and the work done by The Gottman Institute)
The great part about this lesson from the business world is that it also applies to our personal love lives. That's right, I'm talking about you and your significant other. And also most close friendships. Although unlike the business world, staying in a great relationship until you die is probably more common than you think.
My name is Dae Yu.