The 10 R’s: Why Companies Choose to Do Business With You
April 1, 2025
Value isn’t Price.
In today’s competitive business landscape, companies aren’t just looking for the lowest price—they’re looking for the best value. While price can be a factor in decision-making, the most successful organizations understand that cutting corners in search of the cheapest option can often lead to costly mistakes. Instead, they focus on ten critical factors—the “10 R’s”—that drive their decision to do business with a trusted partner.
- Risk Aversion
Businesses don’t want to gamble on an unproven or unreliable product or service provider. Choosing the wrong partner can lead to operational disruptions, reputational damage, and financial loss. That’s why they look for a company with a track record of delivering consistent results, mitigating risks, and ensuring smooth execution.
- Reliability
A company that is consistently dependable is worth its weight in gold. Customers value providers who deliver on their promises, meet deadlines, and stand behind their products and services. A reliable partner minimizes uncertainty and builds long-term trust.
- Responsiveness
Time is money, and slow response times can derail projects, create frustration, and lead to missed opportunities. A business that answers the call, provides swift solutions, and adapts to changing needs will always have a competitive edge over those that drag their feet.
- Readiness
Preparedness is everything. Whether it’s having inventory on hand, a skilled team available, or contingency plans in place, companies want to do business with partners who are always ready to deliver—not those scrambling at the last minute.
- Responsibility
Businesses don’t just look at what you do—they look at how you do it. Ethical practices, social responsibility, compliance, and accountability all matter. A company that takes responsibility for its actions and operates with integrity becomes a preferred partner.
- Reputation
A strong reputation isn’t built overnight; it’s earned through years of consistent performance. Companies seek partners with positive industry recognition, strong client testimonials, and a reputation for excellence. A poor reputation, on the other hand, is a red flag that no amount of cost savings can justify.
- Results
At the end of the day, companies want outcomes. They aren’t paying for effort—they’re paying for impact. A proven history of delivering tangible results speaks louder than any sales pitch.
- Relationships
Long-term business success is built on trust and relationships. Companies want to work with partners who understand their unique needs, anticipate challenges, and are invested in mutual success. One-off transactions are not as valuable as partnerships that evolve over time.
- Resilience
The business world is unpredictable, and challenges are inevitable. Organizations need partners who can adapt, overcome setbacks, and continue delivering under pressure. Companies that panic or crumble under adversity are high-risk vendors.
- Return on Investment (ROI)
The cheapest option is rarely the best option. Smart businesses look beyond the initial price tag and focus on total cost of ownership, efficiency, quality, and long-term value. A reliable provider may cost more upfront, but the ROI is significantly higher due to better performance, fewer disruptions, and greater overall success.
The Inherent Risks of Price Shopping
It’s easy to get lured in by a low price, but price shopping comes with serious risks:
- Quality Sacrifices: Cutting costs often means cutting corners, leading to inferior products or services.
- Unreliable Service: Cheaper providers may lack the infrastructure, expertise, or commitment to meet high standards.
- Hidden Costs: The initial savings can quickly evaporate due to delays, poor quality, or additional fees.
- Reputation Damage: A poor vendor choice can reflect badly on your business, impacting customer satisfaction and loyalty.
Conclusion
Companies that prioritize the 10 R’s—Risk Aversion, Reliability, Responsiveness, Readiness, Responsibility, Reputation, Results, Relationships, Resilience, and ROI—understand that true value goes beyond price. Choosing the right business partners isn’t just about saving money; it’s about securing success.
When companies choose you based on these factors, they aren’t just making a purchase—they’re making an investment in excellence.
Paul Fioravanti, MBA, MPA, CTP, is the CEO & Managing Partner of QORVAL Partners, LLC, a FL-based advisory firm (founded 1996 by Jim Malone, six-time Fortune 100/500 CEO) Qorval is a US-based turnaround, restructuring, business optimization and interim management firm. Fioravanti is a proven turnaround CEO with experience in more than 90 situations in more than 40 industries. He earned his MBA and MPA from the University of Rhode Island and completed advanced post-master’s research in finance and marketing at Bryant University. He is a Certified Turnaround Professional and member of the Turnaround Management Association, the Private Directors Association, Association for Corporate Growth (ACG), Association of Merger & Acquisition Advisors (AM&MA), the American Bankruptcy Institute, and IMCUSA. Copyright 2025, Qorval Partners LLC and/or Paul Fioravanti, MBA, MPA, CTP. All rights reserved. No reproduction or redistribution without permission.
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