RE: Configuring a new iSeries -- MIDRANGE-L

Jim,

I agree with what you've written below.  I've done the budgetary and
planning configurations for many clients knowing that they were not
going to buy in the immediate future.  I would add the following . . .

Please do not adopt a partner, utilize their assistance in planning over
a long period of time, and then when it comes time to buy, shop the
configuration to the lowest bidder.  This has happened to me and I
cannot understate the feeling of betrayal I felt.  I did not feel that
we were gouging on margin, but the expense of providing non-billable
assistance over a period of time had to be recouped in the price of IBM
hardware/software or in regular fee-based consulting.

A partnership is a two-way relationship.  Insist on a fair discount at
all times, but if you don't have the authority or inclination to
maintain the relationship through to a purchase, you really should get
your planning advice by paying for it.  I realize that in some people's
view, there is no morality in business, but that is not the world I want
to live in.  If you detect some hesitation on the part of a business
partner in doing planning work for you, it may be based on past
exploitation.  Decide if you really want a 'partner'.  You do need to
pay for the extra service somewhere.

My two cents,
Andy Nolen-Parkhouse

> My last word on this subject, because I think the thread has lost its
> value, however, do not feel you are wasting a business partners time
when
> you engage them for assistance in budgeting, long term planning, and
> general technology assistance or advise.  The word "Partner"  involves
a
> two way communications and relationship.  Many of my clients will not
buy
> any hardware or significant services this year, but that does not stop
me
> from providing planning assistance and advise.  Good partners never
> consider your request for budget numbers a waste.  If you ever need
budget
> numbers call your business partner and tell them. Not only can they
> provide
> the budget numbers, but help you to justify the requests. There are
poor
> partners out there who are only interested in taking hardware orders,
> discounting the price and shipping, but they don't usually last long
nor
> really make any money, nor is IBM interested in helping them.  Find a
> Premier partner in your area to work with.  They have demonstrated the
> traits needed to be a real partner for the long run.  If you are
having a
> hard time finding a partner to work with, call IBM and ask for your
local
> rep.  They have the responsibility to make sure the partners do react
to
> customer needs.
>
> Jim Oberholtzer
> Senior Technical Architect
> Computech Resources, Inc.