When I first started developing alliances, I strongly believed that a
very systematic plan will be key to mutual success. But I was proved
wrong. Good planning, regular meetings and other conventional rule book methods are essential but not sufficient. There will be few intangible factors which will play a decisive role in mutual success.
1. Have frank discussions
Frank discussions are extremely important right from the first handshake. Extra 'hellos', super animated and customized presentations forcefully fitting partner's vision etc. do more harm and no good. You will soon realize you are wasting time. If you are a services company and find a conflict in selling partner products say it upfront. Explore other partnership opportunities. Every single second spend in partner meetings should move the relation an inch closer to a dollar revenue.
2. Good planning is essential but not sufficient
Business relations like any personal relation will thrive only when the partners are accomodative of each others priorities. The plan may say completing server setup by March 31. But it is absolutely fine, even if it delayed by a week or two. Partner himself might not have expected the delay. Trust him and feel good whenever it is completed and move on. It is stressful but will serve as a good long term emotional investment.
3. The excitment should be mutual
The interest, excitement, quest for success should be mutual, in fact infectious. The moment repeated follows up for simple tasks start, it is a sign that the relation is heading towards turbulence.
1. Have frank discussions
Frank discussions are extremely important right from the first handshake. Extra 'hellos', super animated and customized presentations forcefully fitting partner's vision etc. do more harm and no good. You will soon realize you are wasting time. If you are a services company and find a conflict in selling partner products say it upfront. Explore other partnership opportunities. Every single second spend in partner meetings should move the relation an inch closer to a dollar revenue.
2. Good planning is essential but not sufficient
Business relations like any personal relation will thrive only when the partners are accomodative of each others priorities. The plan may say completing server setup by March 31. But it is absolutely fine, even if it delayed by a week or two. Partner himself might not have expected the delay. Trust him and feel good whenever it is completed and move on. It is stressful but will serve as a good long term emotional investment.
3. The excitment should be mutual
The interest, excitement, quest for success should be mutual, in fact infectious. The moment repeated follows up for simple tasks start, it is a sign that the relation is heading towards turbulence.
4. Bear in mind who you are talking to
If you have a nicely maintained pipeline templates, regular review meetings etc. it is good. If your partner contact shows equal interest then it is wonderful. But expecting it from every partner is not a good idea especially when the partner contact is a senior executive level. This can actually hamper a good going relation. He may prefer talking about the pipeline in a meeting than filling out a excel.
5. Be Patient
It takes time to see success. A little more for new markets. Be patient, dont rush and push the partner along with you. Its okay if your quotas are not met for sometime. New partners need time to get competent in both technical and sales front.
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