Treat me as a Valued Customer

This law is universal and not just the anthem for software testing

It is not so much about being a tier one or tier two service provider, the differentiator for most enterprises while choosing a vendor is about two things -  one, how much value the vendor brings to the table and two, how much does the vendor value the customer and his business. In short all they ask for is, 'Treat me as a valued customer'. It is in this context more and more enterprises are appreciating the value of a specialist. They are beginning to accept the fact that yes, there is something about specialists.

Take for instance the shift in customer behavior with respect to application development and testing. Today, more and more enterprises are trying to separate testing from development. Most enterprises try and entrust their application development work to development specialists and separate testing from development by handing over testing to specialists who do only testing. This shift in customer behavior is nothing but natural and intuitive, 'please call in the specialists'. 

According to Forrester enterprises today are more open to considering picking a specialist service provider as specialists ensure Incremental value over top players. Specialists' proven, focused solutions based on intellectual property often deliver predictable, industry-high business value. Specialist have an openness to pick up midsize deals and exceed expectations as they will do their best, not only during contracting but also during delivery phase, because their core value proposition rests on their ability to deliver results. Executive support and visibility is another important factor that tilts the balance in favor of specialists. Last but not the least responsiveness and flexibility is what most specialists are known for.