© 2011 Sixhills Consulting LtdBuilding a strong partner relationship has strong parallels with building personal relationshipsP7IT Commercial Skills Development - Part 2Building Collaborative Advantage – It’s Not Just CommercialSource: HBR‘Transforming’‘Accommodating’‘Learning’‘Engagement’‘Courting’• Meet• Attract• Discover compatibility• Draw up plan• Close the deal• Understand different expectations• Discovery of differences• Get over differences• Find ways to get along• Discover resulting internal changes• Key selection criteria– self awareness– chemistry– compatibility• Meeting the family• Making ‘vows’• Problems of broader involvement– attraction not same across organisation– parochial thinking– the ‘day job’ distractions– conflicting objectives• Five levels of integration– strategic– tactical– operational– interpersonal– cultural• Empowerment of relationship managers• Infrastructure for learning (and communicating)What happensIssues
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