Way To Go, Hugo

Softair Ag's CEO, Gabriel Weisskopf has hit another one out of the park.  In a recent parable from his Opinion column in Air Cargo World, he recounted the tale of an uncommon service provider, led by its CEO, Hugo First.

In contrast with the parade of usual suspects who took PowerPoint and bombast to new lows, glazing the eyes and numbing the senses of the selection committee, Hugo brought only a flip chart and a bizarre attitude.  After writing, "I am not here today to sell you anything," Mr. First admitted that he had really come "to find out what kind of buyer" he was dealing with.

Horror ensued.  No brochures, no testimonials, no incomprehensible "value propositions."  What was going on?

Actually, the approach is one that might signal bright prospects in a budding business relationship.  After all, what kind of business partner is interested only in: 1) itself, and 2) how to get you to buy something, and soon? 

Maybe the the right kind of service provider is one who's interested in the longer term, and how good the fit is between it and you.  Or art least, wants to take the time to understand you and your people before crafting approaches and solutions designed to actually solve real business problems in the supply chain.

Is this tactic sheer insolence on the part of a service provider, or an intelligent means of beginning to build the foundation of something sustainable - and valuable?