I keep hearing customers talking about wanting “safety.” Past years are gone when “quality” or “best practices” were the buzzwords. This year, the buzzword is “safety.”
In the QC Pharma/Biotech area, they talk about how they’re not picking products necessarily best for their situation but those that have been selected and audited many times, previously. In these days when so many products have similar features, they seem to believe that it the product doesn’t matter as much as the reduced risk. I can’t argue with that.
Even where customers don’t like the product they’re selecting for one reason or another the safety factor is still important-enough that they feel they can put aside their misgivings about concerns such as technical issues.
In addition, in all areas, customers are looking to make purchases that make them feel more secure. In the services area, that would be to select the largest companies offering whatever services they need to purchase and waiting until enough resources are available and hopefully in the budget year when they need them.
With all the terrible projects that go on, it’s no wonder that customers are now looking for “safety” over all other factors. As usual, I should add that this is not true of every single customer but is my generalization of what is going on in our industry.