Having spent my entire career in the insurance industry, I’m not sure how much of an understanding I can claim for other industries. However, it’s hard for me to imagine an industry where the purchasing decision has historically been tied to the “relationship” as much as it is in ours.
As much as I want to believe that businesses have gotten beyond a decision making process more appropriate for choosing friends in middle school, I’m not sure that’s always the case. I mean, really, with the economic challenges we have faced over the last few years, wouldn’t you think that business owners would recognize the need to make the best business decision, every single time? Even if that means breaking a relationship with someone you could count on for a free lunch and an occasional round of golf?
