What should I know about navigating the mobility buying process today?
Making a decision when it comes to mobility services can be complicated. Business Development Director Darrah O’Brien provides some guidance for the journey.
Complete transcript: “Hi, I’m Darrah O’Brien, and welcome to Relo Tip Tuesday. My question is: ‘What should I know about navigating the mobility buying process today?’
The B2B buying process has gotten more complex in all industries, including mobility. In fact, the advisory firm Gartner found that roughly 80 percent of today’s B2B buyers report a high level of purchase difficulty. And the average buying group has grown to include more than 10 people. So making a decision when it comes to mobility services can be complicated.
To make the process a bit easier, we suggest starting with a clearly defined problem or problems. What are you ultimately looking to solve when it’s all said and done? It could be you need improved technology or cost containment, or maybe you’ve outgrown the capabilities of your current provider or in-house program. Having some clear challenges to address will help you frame the rest of your buying journey.
It’s also important to understand how costs work in the mobility industry. Service fees charged by a relocation management company, or RMC, typically account for 2 percent or less of your total mobility spend. The bulk of your spend goes toward the operation of your program and supporting relocating employees. So if an RMC is talking about cost savings through their low service fees, it may not tell the full story of what you could end up spending. Dig deeper with prospective partners to discover how their revenue models work and how they can actually find you some cost savings through program design.
This is just a taste of what goes into the mobility buying process. Don’t hesitate to talk to prospective RMC partners about where you’re at in the journey, and ask them for guidance and resources that can help you move closer to a decision. Thanks for watching!”