Seven Pillars of Relationship

By eweek  |  Posted 2001-10-08 Print this article Print

Management"> Seven Pillars of Relationship Management

1. Choose quality over quantity every time. Having a half-dozen good strategic partnerships, rather than

25 or 30, enables you to devote the necessary resources to each alliance and make it an integral part of your business.

2. Establish metrics—joint sales, leads, trained/certified employees—to measure a partnerships performance.

3. Have protocols in place to anticipate change as early as possible, and act upon it.

4. Set up a small, dedicated organization to manage your web of relationships. Considering that 50 percent of all alliances are between competitors (not to mention alliances with customers and suppliers), things can get pretty dicey without the corporatewide ability to identify and track multiple relationships.

5. "Audit" your alliances regularly. Seemingly minor events like personnel changes can throw relationships for a loop. Keeping periodic tabs on their progress will help prevent breakdowns.

6. Make people across the company accountable for the success of the partnership.

7. Put a little skin in the game. It doesnt have to be equity, but a handshake, without a defined commitment backing it up, is worthless.


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