Though traditionally regarded as nothing more than a way for one company to put another’s money on the line, partnering arrangements are now viewed as a creative way to grow a company. In a technical sales environment, vendors who are launched with relative ease can enter into an alliance arrangement at their own discretion, become locked into an exclusive relationship with the other company’s “host” company, and be assured of profits on a long term basis if all the operations of each vendor are handled with care and precision.
What do companies of all sizes to need to know about partnering arrangements?
Examining the Iracy of Third Party Providers
A lack of trust on either sides of a partnership does not make a partnership enforceable. In fact, by lowering the level of trust, it sets the parameters for the relationship, making it much less likely that either side will deal with these areas of the business as responsibly as is demanded by networking needs and requirements. Without solid and realistic iron-clad agreements on the table, each partner will come to a collaborative arrangement that will produce valuable benefits at the expense of any one party. With little or no bidding and limiting exclusively to growth of revenue, it limits the whole company from growing within its operational parameters or its ability to implement new issues swiftly in the market areas that may impact the productivity and integrity of any one company.
How can vendors expect to benefit from signing a partnership agreement? The agreement will heavily mitigate vendor management costs by focusing relationships, communication and resources on the relationship only. The management of the partnership, including sales training with each partner, will be in the hands of the vendor’s upper management, thereby negating the cost of new hire, salary and benefits training when all the expertise from the partner company skill set can be matched in the vendor host company.
Ask yourself these questions:Given the orallevance of a partnership agreement, what are my top three reasons why companies should sign clout medical sales Unix consulting contracts of tube cutting with partnering partners?
· Will our operational procedures and processes be aligned better with vendors across the partnering network?· Will achieving full business leverage lower labor and management expense?· Will outsourcing the sales function fourteen times better that manage Phys uncure solutions?· Does this potential arrangement bring additional revenues to your company?· Does this relationship bring value or not?· Does this partnership create an operating process flow that works for company?· How will you handle the breakdowns or changes at a critical moment?· Does there exist a strong management team in the host company to avert problems?
Dealing With Outsourcing
Turning to a third party to provide services as required can be a daunting risk. This is especially true when a vendor is not clear and certain about exactly what services it is delivering, how it will be measured and how these activities will be terminated should the relationship not work out. As a result, a partnership engagement that is built on poor understanding of the relationship not only places unwanted blame on the vendor but also places the burden of proof on analysts and the vendor’s management team, while the vendor must showcase to everyone else, the fact that it has faith in the partnership and is there for the long haul.
