References, Results, Relationships – Keys to a successful Route Planning Partnership

Spring is a season of renewal and growth, and it’s the perfect time to celebrate new beginnings and fresh starts.

Spring is a season of renewal and growth, and it’s the perfect time to celebrate new beginnings and fresh starts. As we welcome the warmer weather and longer days, it’s important to recognize and appreciate our loyal clients who have been with us every step of the way. Without their trust and support, we wouldn’t be where we are today. At the same time, we’re excited to welcome new clients who are looking to grow and thrive with us. We’re committed to providing them with the same exceptional service and quality they can expect from us. As we embrace the spirit of spring, let’s take a moment to celebrate our past successes, look forward to new opportunities, and continue to build strong relationships with our clients – both old and new.

On the topic of welcoming new clients, we did a little reflecting this year on criteria our clients use to evaluate route planning solution offerings. When we look at our most successful clients across a range of industries, we’ve found that three key criteria help define a successful buying and onboarding experience. You can consider these three criteria as the “3-Rs” for route planning solution provider compatibility –

• References
• Results
• Relationships

References

When it comes to working with a solution provider, the first thing you need to do is verify the quality of their existing client engagements via active clients. Speak directly with their clients to get a first-hand evaluation of how the solution provider is supporting their routing needs. Is the supplier bringing leading edge innovation from other industries to support the waste industry? Can their references back this up? References should be provided very early on in your buying journey and not “after you sign the contract.” Consider it a red flag if your vendor can’t provide you with solid recommendations from satisfied clients.

Results

You may be feeling good about the story the supplier is telling you and clients they use as references, but what results does their route planning solution produce? Have they provided you with route planning results produced by their solution that you can evaluate? Based on your operational data and not someone else’s?

We had an opportunity once with a large nationwide waste collection company. They liked our story and they liked the story one of our competitors was pitching. After a particularly detailed sales process, it was clear that our software met or exceeded every functional requirement– and then some. However, when it came to evaluating results from the two route planning solutions, the prospect readily admitted to not evaluating outputs against one another. They had literally been “wooed” by the promises the other vendor was making and never completed an in-depth analysis of the other vendor’s processes and results. Needless to say, when the prospective client engaged with the other vendor, it ended with millions in losses and jobs in jeopardy! All they had to do was look for examples of what that vendor was telling them! And as for references – they had none!

Relationships

A relationship with your chosen supplier should be comfortable and impactful – for both parties! You’ll want to sleep well at night knowing that your chosen route planning partner is working hard to continually enhance and grow their offering. You need to be convinced through verifiable working relationships that the solution provider you select has highly regarded capabilities to provide the service and support for the solution.

Success starts with Simplicity

Keep It Simple Stupid (KISS) is an often-quoted proverb in both life and business.
What could be simpler than references, results, and relationships. These three criteria can help you approach you route planning evaluation and buying journey. Don’t get cluttered with anything more complicated. Demand groups you are talking with produce information you can validate and confirm before making a purchase. The journey you’re about to embark on should be an engagement and experience that is successful and endures.

About the Author

Jessica Cearfoss

Senior Business Development Manager

Jessica Cearfoss is the Senior Business Development Manager at RouteSmart Technologies, specializing in advancing vehicle route planning and optimization solutions for the public works and waste collection sectors. With a robust background in geographic information systems and data analysis, Jessica leverages her technical skills to forge strong, enduring partnerships and drive innovative solutions tailored to each client’s needs. Her approach is hands-on through every stage of the sales cycle, ensuring that the evolving objectives of her clients are met post-implementation.