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

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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.