The Question is “How,” Not “If” To Partner
Effective partnering is essential in today’s rapidly-evolving world. According to PWC’s Annual CEO Survey, about 50% of companies consistently are looking at partnering strategies as a primary source of growth.
And why not?
Partnering is a great alternative to “make or buy” strategies. It requires lower investment, expands market reach, and brings in new talent and ideas quickly. Quite simply, it allows companies to be more innovative and nimble. A 2017 Aberdeen study found that partner/channel capable organizations shorten their sales cycle 5.5 times faster over those that do not.
Why do they fail? A primary reason is because the partner teams have inadequate partnering skills. Without those skills, companies are unlikely to fully take advantage of their alliances, and will continue to waste time and money.
It doesn’t have to be that way. Partnering skills are quantifiable, and can be learned or improved by anyone. Our exclusive Partnering Intelligence framework provides a step-by-step framework to consistently do just that.
We use validated assessments to measure 6 essential partnering skills, supplemented with onsite workshops, guided exercises, and coaching and mentoring as needed.
The result? Longer and more successful, more profitable partnerships.
Using the Partnering Intelligence framework, some of the worlds’s most successful organizations have significantly improved performance, productivity, and effectiveness.
Once leadership has achieved personal mastery using the Six Partnering Attributes, and once organizational structures are in place to support the use of these attributes, employees must be trained on using the Six Partnering Attributes to accomplish their tasks. This creates a reinforcing network and embeds the language deeper within the organization. Ultimately, language turns into action, as the norm evolves into the culture of “how we do things around here.”
Where to start? Take our validated Partnering Quotient, or PQ, Assessment. You’ll receive a customized report evaluating your partnering skills and highlighting your personal partnering style. Then have your entire internal team take the PQ Assessment. This often works best in conjunction with a facilitated, interactive workshop session. And finally, have your strategic partner team take it, and compare their results with yours. You’ll be amazed at the discussions this generates!