Should you really buy cheap?

I am just going to come out and say it. Altlaw are not the cheapest eDiscovery Service Provider out there. We don’t try to be.

There are many things we know about how customers make their buying decisions, but one thing we are absolutely certain of is that no one buys anything based solely on whether it is the cheapest. There are always other considerations, particularly when there is risk involved, as is always the case in litigation and with technology.

I have lost count of the times that customers call us to ‘price check’ their current supplier, and if they are calling us, they’re probably calling others too! The incumbent supplier will then be told X company have quoted this, can you match it? We get it all the time. Most times we have to refuse and explain that the price we quoted wasn’t the start of a negotiation. It is a fair price for the service we provide. And most times, the customer still places the project with us or whoever the trusted incumbent supplier is – they almost NEVER choose the cheap option.

But, when you’re not the cheapest, you do need to show value. What have we got that our competitors haven’t? What are the risks in going with a cheap supplier?