In the world of business, we hear a lot about what makes a good supplier. Suppliers are expected to be reliable, flexible, innovative, and efficient. But what’s often missing from the conversation is an honest assessment of the client’s role in ensuring success. In reality, the client is just as crucial to the outcome of any project as the supplier, and it’s time we take a 360-degree look at how clients can contribute to successful partnerships. Speaking openly about what makes a good client can help create stronger, more productive relationships and, ultimately, better results for both parties.
Why It’s Important to Review the Client’s Role
Suppliers are often reluctant to discuss the role clients play in project delays or disruptions, but for true success, accountability must flow both ways. The reality is that a supplier’s ability to deliver is often influenced by the client’s actions—or inactions. While suppliers are expected to navigate challenges and meet deadlines, they can only do so effectively if the client is engaged, prepared, and transparent. It’s time to recognize that successful outcomes rely on both sides of the relationship working collaboratively.
1. Financial Stability and Transparency
While suppliers are often expected to offer competitive pricing and flexibility in payment terms, it’s equally important for clients to maintain financial stability. This can be particularly challenging for new start-ups that may lack the financial resources of more established brands. A good client is one who is either financially stable or, at the very least, transparent about their financial limitations.
For start-ups, it’s crucial to have open conversations about payment terms, which may require deposits or prepayments to protect suppliers from financial risk. By being upfront about their financial position, clients help foster trust and create a partnership where both sides can plan effectively and avoid surprises. This transparency ensures smoother project execution and reduces the likelihood of disruptions.
2. Experience and Understanding the Industry
Just as suppliers are expected to bring expertise to the table, clients also benefit from having a strong understanding of the industry. A knowledgeable client is more likely to provide clear direction, make informed decisions, and avoid unrealistic expectations. They understand the complexities of production timelines and can anticipate potential hurdles.
However, inexperience doesn’t have to be a roadblock if approached with the right mindset. A client who is willing to acknowledge their lack of experience and actively collaborate with the supplier can still achieve great results. On the other hand, clients who hesitate or frequently change course due to uncertainty can create inefficiencies. The best clients embrace their suppliers’ expertise and lean into the partnership to help guide decision-making and stay on track.
3. Collaborative Spirit
Collaboration is essential for any successful client-supplier relationship. The most effective clients are those who are transparent about their goals, strategies, and budgets from the outset. When clients are open and willing to share their vision, suppliers can tailor solutions that align with the project’s needs, reducing the risk of miscommunication or missed expectations.
While formal processes like Requests for Proposals (RFPs) are sometimes necessary to standardize the selection process, they can unintentionally limit collaboration if not managed properly. A good client understands that while formalities are important, they shouldn’t replace open communication. Maintaining personal discussions alongside formal processes fosters deeper relationships and enables creative problem-solving. By treating the supplier as a partner rather than a vendor, clients unlock the potential for greater innovation and success.
4. Flexibility
Flexibility is a critical trait, especially in dynamic industries where things can change rapidly. Often, the biggest challenges suppliers face come from factors beyond their control but within the client’s domain—such as delays in artwork approval, last-minute changes in quantity, or additional requests for earlier deliveries. These shifts can create significant pressure on suppliers who are expected to adapt without disrupting the project timeline.
A good client understands that such changes are part of the process and approaches these challenges with a collaborative mindset. When quantities fluctuate or specifications evolve, the client and supplier need to work together to adjust timelines, production schedules, or other variables. The key is open communication and a shared commitment to finding the best possible outcome. Flexibility on both sides ensures that projects stay on course, even when the unexpected happens.
5. Viewing the Supplier as a Partner, Not Just a Vendor
The most successful client-supplier relationships are built on mutual respect and a shared vision of success. A good client sees their supplier as a partner—someone invested in their long-term growth and success. By engaging suppliers in strategy discussions and treating them as integral to the project, clients foster stronger, more dynamic partnerships.
Clients who view their suppliers as partners are more likely to invest in long-term relationships. This leads to a deeper understanding of each other’s needs and creates opportunities for both sides to innovate and grow. When both parties are aligned in their goals, the relationship moves beyond transactional exchanges and becomes a source of ongoing value creation.
Conclusion
It’s time for the industry to take a more balanced approach to client-supplier relationships. We often talk about what makes a good supplier, but the role of the client is just as crucial. Financial stability, industry experience, collaboration, flexibility, and a partnership-driven mindset are key to ensuring successful outcomes.
If you are a client facing challenges, the best approach is to be open and honest from the beginning. Transparency fosters trust, and any issues will inevitably come to light during the course of the project anyway. Collaboration is your friend—working together with your supplier as a true partner leads to better results, stronger relationships, and long-term success for both parties.