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The Key To Success - Choose The Right Partner
By: Mel Dunn

Do you promote yourself as offering prompt, reliable and quality service?

Of course – none of us promote ourselves as anything less, and equally we strive to provide this level of service all the time.

So what happens when you take your networking to the next level, and start to offer referrals, or even establish partnerships or alliances for certain activities?

Whatever you do at this point creates significant impact on your business and personal reputation – potentially positive and also potentially negative.

One of the successes of Global Business and Development Solutions (globizdev.com) is not just that we are an alliance spanning Australia, South Africa, UK and the USA. Rather, our success results because we share like values, and each commit to providing the same level of service, whether individually sourced, referred, or a shared client.

I am using the word ‘partner’ loosely – as a catch all for someone we refer business to/from, someone we collaborate on a project with, someone we join market and so on.

Regardless - choosing the right partner is critical.

So how do I choose the right partner?

At some point depending on the level of activity you enter, it could be important to get specialist legal, due diligence and other financial advice – which is beyond the scope of this article. Some key principles I have followed to successfully establish partnerships and alliances include:

Looking for organisations and individuals who share the same values as you
Ensuring you enter the arrangement with their success in mind, not just yours
Being prepared to not lead every initiative
Looking for partners with complementary products and services
Identifying gaps in your own knowledge, skills and experiences and seeking partners to ‘fill’ these
Not expecting overnight success
Being prepared to foster a long-term mutually beneficial arrangement

Will following these steps guarantee success and remove all potential for conflict?

Obviously not.

However, following these steps is core in demonstrating a genuine desire to work with others, to support each other in growth and development.

Remember, too, that establishing such arrangements is likely to be just one element of an overall sales and marketing plan for you or your organisation. Even if you have an excellent partner, or partners, marketing efforts individually and collectively remain important.

I you are an independent professional, or a small service organisation, you might benefit from the Free Marketing Plan Workbook from Action Plan Marketing, which you can download HERE.

I have found enormous personal and business benefits from establishing quality partnerships, and I hope you enjoy similar successes.

meldunn.com.au

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About The Author

Mel Dunn is Managing Director of Global Business and Development Solutions, which works with individuals and organisations that are committed to business success and the success of others. We work globally and locally and focus on providing sustainable solutions for our clients.

We offer a range of services including:

Proposal and tender development
Technical assistance
Research and strategy development
Quality review of submissions
Market entry support
Partner identification
On-ground representation

globizdev.com

This article was posted on April 05, 2005

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