I always try to write about things that affect my business on a
day-to-day basis. Hopefully these are similar issues that many of you
experience. Today I want to talk about something that doesnt get
talked about often. What usually happens and what is the best course of
action if you have to divorce your processor or vendor?
Let me start by using a couple of lines that weve all either heard or
said before: Sometimes people just grow apart. That goes for business
relationships as well. What may have been a great marriage 2 or 3
years ago may not be working for both parties today. Also its not
you, its me means that it may not necessarily be anyones outright
fault. Maybe youve learned more about the business and grown, and
theyve not nurtured that growth? Maybe the personal service that
initially attracted you to them has disappeared as theyve grown?
Maybe they want to get rid of you because you bring bad credit deals
with no margin and once they needed them, but they no longer do? Maybe
youre rude to their support staff and they are not going to take it anymore? Whatever the reasons, there shouldnt be any need for things
to get nasty.
First, know what your contractual obligations are and do your best to
adhere to them. Second, know what the vendors obligations are and
make sure they honor their commitments as well. Maybe your best bet is
to try and amend the terms youre working under to make the
relationship better. A negotiating course I once took says to
determine your BATNA. Thats the Best Alternative To a Negotiated
Agreement. Determine whats the worse case scenario and if you can
live with that. Studying your agreements and knowing the temperaments
of the people youre working with will help you determine this. If you
cant live with a worse case scenario then maybe you want to put more
effort into working it out.
The big troublemakers, when it comes to ending a relationship, are ego
and honesty. For some reason even people who claimed to be your good
friends dont take kindly to being fired. Even if you just quietly go
away, they notice. So try and deal with this issue up-front. Speak to
them let them know what your reasons are. Is it that theyve not done
a good job? Is it that youve just outgrown them? Either way have
your facts straight and stick to them. Ive noticed if you give a
good honest effort and communicate your needs many people will respond
in kind. Be respectful and deal with the facts, not the way you feel
about the facts. You may be angry because of some things, but theres
no place for that anger if you want things to go smoothly. In a
business break up the golden rule still applies. Treat others the way
youd like to be treated. Dont be a big baby yourself if you dont
want others to act like big babies. Dont ask for everything and give
nothing if you dont want them to do the same.
Last, be ready to negotiate and give up some things. Remember things
change on a daily basis in our business so think about where the market
is now. Be reasonable and presume the other party will be reasonable
also. Always assume the sale and create a self- fulfilling prophecy.
If youre paranoid that someone else is going to screw you and you
start behaving that way, others can sense it. So keep calm cool and
strong.
Its not rocket science, its actually more complicated because people
and organizations are so complex and unpredictable. However, if youve
chosen your partner right and dealt with them in an honorable and
honest fashion during your relationship, then the breakup should be
okay.
One last thing is the old saying: dont burn your bridges. How many
times do you hear of people re-marrying people that theyve divorced in
the past? Crazy as it sounds if both parties do the right thing in the
breakup then there is a lot of room for the future. Who knows that you
may not be right for one another again in the future. Remind the
vendor of this also. Go over how you are going to share custody of the
kids (merchants), because in our business there very seldom can be a
clean break. So make your next breakup a happy one!
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