Partnering Intelligence: Creating Value for Your Business by Building Strong Alliances [Paperback]

Stephen M. Dent (Author)

Book Description

ISBN-10: 0891061819 | ISBN-13: 978-0891061816 | Publication Date: May 18, 2004 | Edition: 2nd Edition

Partnering Intelligence explains a proven process for generating powerful alliances, completely updated with new case studies including the award-winning Bank of America-Exult, Inc. partnership study, new research and statistical information from thousands of partners, and the Win/Win Orientation Assessment.

Editorial Reviews

Review

Dent has created a sound conceptual framework for creating strategic alliances. Don't go partnering without it. -- Training Magazine, December 2004

From the Publisher

How's your Partnering Intelligence? Strategic partnering is one of the most critical building blocks of business success in today's knowledge and information economy. How do you stack up against these Six Partnering Attributes, the hallmarks of a smart partner?

* Self-Disclosure and Feedback
* Win-Win Orientation
* Ability to Trust
* Future Orientation
* Comfort with Change
* Comfort with Interdependence

By identifying and improving your abilities in these attributes using Stephen Dent's tools, models, and assessments, you'll increase your own Partnering Intelligence and develop a blueprint to use in your organization. Follow the proven steps of the Partnering Continuum model to achieve a future orientation of shared vision and goals. Assess, explore, initiate, and commit to partnerships that get vital, synergistic results. Sustainably and exponentially grow your business!

With a new Foreword by Steele Alphin, Chief People Officer, Bank of America: "Using the principles found in PARTNERING INTELLIGENCE, Stephen trained close to one hundred Bank of America and Exult executives in the art of partnering. It was an eye-opening experience for everyone. Reading and following PARTNERING INTELLIGENCE will help you answer your own tough questions and unlock the partnering capabilities of your organization. It's not an easy path to take, but once you understand the power of partnerships, you'll never want to do business the old way again."

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Product Details

• Paperback: 304 pages
• Publisher: Nicholas Brealey Publishing; 2nd Edition edition (May 18, 2004)
• Language: English
• ISBN-10: 0891061819
• ISBN-13: 978-0891061816
• Product Dimensions: 8.9 x 6 x 0.8 inches
• Shipping Weight: 1.2 pounds
• Average Customer Review: 4.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #2,005,446 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

5 of 5 people found the following review helpful:

4.0 out of 5 stars A good overview of partnering fundamentals, January 26, 2006

By 

Louise McCauley (Chicago, IL) - See all my reviews
(VINE VOICE)   

This review is from: Partnering Intelligence: Creating Value for Your Business by Building Strong Alliances (Paperback)

Business leaders today are rediscovering the need to form partnerships in order to survive and remain competitive. As we move towards a global economy based on information and communication, business leaders will need to develop what Stephen M. Dent calls "partnering intelligence." They need to learn how to be smart partners and build smart alliances.

The process of partnership development outlined in this book is called the Partnership Continuum. This deliberate, 4-step approach is a blueprint for planning successful partnerships, moving at each step from a past to a future orientation.

The four stages of partnership development are:
1. Assessing: The goal is to determine where the company stands today, and where it wants to go. This internal assessment will help you decide if you need partners to achieve your goals. Assessment should include both the company's vision/culture and material needs like strategy, products & services.
2. Exploring: Brainstorm a list of potential partners. Compare your needs to the services a partner could provide. When you talk to potential partners, find out what their needs are, and how your organization could fulfill them. Compare the vision/culture of your potential partner with your own.
3. Initiating: Involve key leadership in partnership building. Agree to partner first in a small way on an initial joint project. Evaluate your compatibility on this project.
4. Committing: Solidify your future vision and plans with your partner. Share information and resources.