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Partnerships and alliances are mandatory in today’s economy, but partnering isn’t always easy. Over half of all partnerships disappoint, so if you’re experiencing frustration you’re not alone.  The most common root cause of disappointing results is an imbalance in the partnership, with too much focus on the joint solution and market, and insufficient work put into preparing and motivating the people who need to deliver the results.  The 3-Dimensional Partnering™ approach brings balance, and brings results.  The following success factors outline how results can be improved through specific actions.

Growing companies like yours often choose to ally themselves with large, industry leaders. Hitching your wagon to a star can be the pathway to rapid growth and success. On the downside, alliances with much larger companies can also drain resources and frustrate smaller partners. Yet, some small, but growing companies figure out how to work with the very largest companies and reap the rewards … READ MORE

You’re launching a new program — now you find yourself with a fulltime job setting up partnerships and “another” fulltime job building an organization. You need to clone yourself — spend 100% of your time managing partners, while spending the other 100% laying a foundation, hiring partner managers, and shaping a pro-partnering culture at HQ. There is a way to do that, you know? … READ MORE

In today’s market everyone knows they have to partner. Customers demand more comprehensive solutions, but suppliers must remain focused on what they do best. Companies need to expand into new markets, but can’t afford to add many more employees. Others – especially competitors – are partnering, and leaders who see the clear trend know they have to participate; they can't afford to be left out because they waited too long. Naïveté is gone, though. … READ MORE

Somewhere between your first and second partnership, you realize you need a partner program. Can a me-too program actually drive results? No. You want a well-conceived and executed partner program that makes a real difference in the success of your alliances and partnerships. Partners will come to you because they see your company as different, and better, than your competition. … READ MORE