In defense of factory visits
Fiscal budgets are being stretched, and purchasing decisions are being weighed and watched more closely than ever, particularly when municipal, state or federal tax dollars are involved. But there is a common policy that is getting in the way of government officials’ ability to make the most informed decisions: prohibitions on factory visits.
It’s not hard to understand the underlying fear that produces the policy. The playbook of some vendors is filled with expensive dinners, elaborate trips and/or high-end gifts that are solely intended to bring or keep business. But are those bad apples really a prudent justification for preventing all decision-makers from doing their due diligence?
Either we trust our decision-makers, or we don’t, in which case we have the wrong people in those positions.
Read the entire story from American City & County, our sister publication.
Paul Mitchell is responsible for sales and nationwide education for Sternberg Lighting, Roselle, Ill. He has written several articles related to lighting and municipal RFPs. Email him at [email protected].
