Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage [Hardcover]

Neil Rackham (Author), Lawrence Friedman (Author), Richard Ruff (Author)

Book Description

Publication Date: December 1, 1995

From the best-selling author of SPIN Selling, Getting Partnering Right explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships today, redefining how to form locked-in, highly profitable relationships with customers.

Editorial Reviews

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Product Details

• Hardcover: 237 pages
• Publisher: McGraw-Hill; 1 edition (December 1, 1995)
• Language: English
• ISBN-10: 0070517827
• ISBN-13: 978-0070517820
• Product Dimensions: 9.1 x 5.9 x 1 inches
• Shipping Weight: 10.4 ounces
• Average Customer Review: 5.0 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Best Sellers Rank: #1,018,921 in Books (See Top 100 in Books)

More About the Author

Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

Customer Reviews

Most Helpful Customer Reviews

29 of 33 people found the following review helpful:

5.0 out of 5 stars Getting Partnering Right, August 30, 2000

By 

Sidney (Dallas, Texas United States) - See all my reviews

This review is from: Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage (Hardcover)

I am in the process of establishing partnerships with our firm's suppliers and subcontractors so that we may improve the service that we provide to our customers. The first step in the process is to be sure that our suppliers and subcontractors understand the concept of partnering for a win-win agreement. "Getting Partnering Right" is by far the best explanation of what I am trying to accomplish that I have read.After an initial meeting, I ask our potential partner to read the book and to call me when he has read it.Without exception, all have stated that "Now I get it". In a follow-up interview it is very easy to tell if they really do "get it". So far I have purchsed 28 copies for distribution to potential partners and to some our own employees. In addition,some of our partners have purchased more copies for distribution within their own companies. Maybe this one should be rated 6 stars!!

3 of 3 people found the following review helpful:

5.0 out of 5 stars Please note above review, March 19, 2004

By A Customer

This review is from: Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage (Hardcover)

One of the above "reviews" was accidently listed as a review and has given the book zero stars when in fact it is comments from the author. The book was fantastic.