When I meet with Indianapolis small business computer outsourcing prospects, I often tell them that the most critical element of a solid relationship between Port-to-Port Consulting and them is the level of trust we have for one another. I tell them that we can't be successful together unless we trust each other. When we find a sour relationship between us and one of our network support customers, it's almost always because we or they have lost trust in the other.
I have a new IT outsourcing customer right now who is having an issue with trusting us. His previous provider turned out to be very untrustworthy. These guys did things that verge on criminal. We came in and went right to work correcting all that we could. We even brought in a competing company to help with an area where they are much stronger than us. One of the things we needed to change right away was their telephone service provider. We started by asking their Internet service provider to quote the addition of telephone service, thus reducing the number of vendors and lines to manage. The vendor was excited for the opportunity to get additional business until the sales rep discovered that her company couldn't (or wouldn't) provide the SIP trunking that we needed. When she told us that, we expressed our regret and told her we'd use a different provider. We also told her that their inability to provide this service would be a hindrance to their success at renewal time.
She must have taken that as a threat. Her next move was to call my new computer network consulting customer and tell him how technically inadequate our solution was and to offer her "much better" solution. In this case, much better meant she gets a commission. My new client didn't know what to do. I simply asked him to trust the people he hired to take care of this for him.
The episode completely destroyed any trust I had in this particular sales rep, and it soured my view of her company. When Port-to-Port Consulting thought there was a better solution for this customer than ours, we brought that solution to the table, even though we will make no money for doing so. If you find yourself double checking every recommendation from your IT outsourcing provider, then you probably don't trust him. It's time to make a change.