JMW Paper:

When Competing Means Coming Together: What Makes Partnerships Work

Upcoming event:

Alliance Contracting: Achieving and sustaining peak performance

Once a deal is signed, the real challenge of having two or more companies coordinate and work together effectively emerge in the face of high expectations, seemingly conflicting interests, finite resources and evolving business conditions. The investment required to get the partnership right the first time is clearly minor when compared with the risks and costs associated with failure or suboptimal performance. The consequences of not getting it right the first time are delayed milestones, missed commitments and financial overruns.

With 20 years of experience assisting multi-company initiatives, JMW understands the pitfalls and difficulties encountered in having multiple entities create and execute a shared agenda. We have developed a proven approach—comprised of four distinct services—for working with the leadership of all partners to:

• Manage commitments in a precise manner that ensures performance expectations are clearly understood and consistently met
• Reveal and resolve the transparent cultural incongruities that often stand in the way of achieving the desired results
• Quickly cultivate the partnering behaviors that make the difference between business-as-usual and exceptional value creation
• Transform problems into defining moments that elevate and strengthen the partnership
• Build a culture of accountability and a focus on results

The outcome is a highly functioning partnership that not only exceeds contractual agreements but produces continuously increasing value for all parties.