“A bird sitting on a tree is never afraid of the branch breaking, because her trust is not on the branch but on it’s own wings.”
Last month, we posted a series entitled “How to kill the RFP.” The RFP is a common mechanism for reaching a purchasing agreement between OSS provider and network operator. Unfortunately, it’s deemed to be a non-ideal approach by many buyers and sellers alike. One of the key concepts discussed was trust. In the context of the quote above, the branch is the contract formed out of the RFP (Request for Proposal) and the bird’s wings represent the partnership being formed.
We (and our procurement teams) spend a lot of time in the formation of the contract. We want to fortify the branch to ensure it never breaks. We build massive scaffolding around it. But just like the bird analogy, the initial contract is just a starting point. The bird may wish to come back to the branch / contract from time to time. However, over the (hopefully) 10+ year lifespan of the OSS, the contract will never be able to accommodate all possible eventualities (flight paths).
Focus on building trust in the wings (the relationship) and have faith they will overcome any frailties that appear in the branch (the contract) in the long run.
There may be breaches of trust from either / both sides during the lifespan of the relationship. But the end-game should be really clear – an early OSS churn is a bad outcome for both supplier and customer.Read the Passionate About OSS Blog for more or Subscribe to the Passionate About OSS Blog by Email