Congrats! You’ve identified a new interactive project opportunity. How should you structure the relationship with the prospective client? We see two possible approaches.
Your client has no knowledge that the interactive experience you're delivering has "Intuiface inside". You believe it is in your business interest to not disclose how interactive content is created.
You inform your client that the interactive experience is Intuiface-based. Further, you encourage your client’s use of Intuiface as a supplement to your own usage.
The first approach is classic. It’s old school. You’re probably doing it today. The advantage – not to put a fine point on it – is that you can lock in the client. Your work is proprietary so there’s no way for the client to move on. They need you.
The second approach is gutsy. It’s foreign. Why take the risk? There are plenty of reasons:
Think about it. If your only advantage is Intuiface, if you are not providing value beyond its use, you’ve got far bigger concerns than whether you should take the Open Door approach. Ideation, content creation, execution -> this is where you make a difference.
The Open Door approach is a modern concept predicated on empowering the client. It is competitively differentiating but requires a closer relationship. We expect the "open door" model to become increasingly popular as prospects/clients increasingly seek independence, clarity and confidence in how they do business around content creation.
BUT – the choice is yours.
Oh, and we're now seeing RFPs that require Intuiface
Good for us, yes, but it also means you need to be prepared because it's happening more and more often. Specifically, we're seeing companies saying to themselves, "I"ve just spent a lot of money on an interactive project - but is there really no easier way to do this sort of thing?" Then Mr. Google takes over and, would you look at that, there really is a powerful do-it-yourself option....
As noted elsewhere, your company's value isn't just derived from your choice of tool. (My gosh, we hope not!) You can deliver much more value than a prospective client can extract from their own use of Intuiface. But it's more than that. Your use of Intuiface will lead to a healthier relationship with your client.
Here is what we are telling folks who ask us why their outsourcers should use Intuiface.
With all of these advantages, can you blame companies for looking elsewhere when their agency and integrator relationships are far too traditional.