How do you guys handle these business consultants that occasionally show up in deals. I'm dealing with one right now in an account that has been a client for about 15 years. Her and I have butted heads since she got involved and pretty much every conversation starts off with me hearing her resume about where she has been and how many times she has bought copiers, computers software etc. for major national or global firms.
Luckily, I have a good relationship with the owner but she is heavily involved with the process currently and now what has always been a scenario with no competitors she brings in other reps and puts buyer zone leads in etc.
I tend to find consultants as unemployed people who weren't really good at what they did. Thats a generalization, but I see so many of these people who strictly look at it as their job to go back to the owner to say hey I'm the hero, I saved you 37 cents a month on X product or service.
Anyways, rant over. Just thought I would see how you guys handle these people.