Our Blog – Partnering
The Nature of Trust
Posted Saturday, February 6, 2010 at 02:28 PM by Norma Watenpaugh
I did a study three years ago of partner health across 14 strategic alliances and about ~400 respondents and found something very interesting about the nature of trust in alliances. We did a correlation of heath attributes against overall partner health. We found that when 'trust' was present it did not score very high in importance. When trust was not present, it topped the chart in importance.
I did not quite get understand the statistics behind this so I asked my analyst (that would be statistical analyst not psychoanalyst which one could argue might be more appropriate) and was told we had a Kana distribution. A what? A Kana distribution is kind of a Maslow hierarchy of needs. When trust is present, we take it for granted, like air. We breathe it, we live in it and we don't notice it. It doesn't seem important. That is until it is missing.
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Tags: Alliance Management Best Practices, Alliance Strategy
Social Media and Partnering: What's working?
Posted Thursday, September 3, 2009 at 09:14 PM by Norma Watenpaugh
Findings from a Survey Conducted by Phoenix Consulting GroupOf the 20 partner managers we interviewed, most were realizing productive benefits from the use of social media. Benefits were described in terms of strengthening relationships versus the hard metrics of generating...
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Tags: social media benefits, partner strategy, enhancing collaboration, partner ecosystem
How are Partner Managers using Social Media?
Posted Tuesday, August 25, 2009 at 10:19 PM by Norma Watenpaugh
Findings from a Survey Conducted by Phoenix Consulting GroupWe asked twenty partner managers What is social media?
By far the most common response was Good Question! After a thoughtful pause, we heard social media were tools that enabled users to communicate, to...
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Tags: Social Media, Partnering, Partner Ecosystem, Collaboration
Serving our Customers thru better Partnering: Doing More with Less
Posted Thursday, June 25, 2009 at 06:25 PM by Norma Watenpaugh
Certainly in this economy doing more with less is an imperative we all face. It is also the fundamental premise of partnering and in these times Partner Managers are pressed even harder to do even more with even less. A few weeks ago I was asked to moderate a gathering of senior alliance executives...
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Tags: customer service, resource management, optimization
The Power of Green Alliances
Posted Wednesday, May 20, 2009 at 02:32 PM by Norma Watenpaugh
Attended an ASAP Green breakfast this morning and it was certainly eye opening even if the coffee arrived late.
Hal LaFlash, Dir Emerging Clean Technology Policyfrom PG&E -that's Pacific Gas and Electric for the non-Californians - spoke on the many alliances that PG&E has been...
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Tags: power, green, alliances
Alliance Strategy in Challenging Times: Rebalancing the Portfolio
Posted Monday, December 15, 2008 at 10:18 PM by Norma Watenpaugh
Is it time to reevaluate your alliance investment? Do you have the right partners to weather the economic climate?
Are you retaining the right partners to ensure you have a strategic advantage when the thaw comes?
Regular portfolio rebalancing is a best practice even in good times...
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Tags: alliance, strategy, challenging, times, rebalancing, portfolio
Alliance Strategy Realignment: Finding Opportunity in Economic Disruption
Posted Thursday, November 27, 2008 at 09:44 PM by Norma Watenpaugh
Have you rethought your alliance strategy in terms of what new opportunities lie ahead? Are you prepared to find the opportunity in disruption? We can assume that business as usual is not going to work in today's volatile economic climate because business has become unusual. Yet, disruptive...
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Tags: strategy, realignment, opportunity
Secret #2 Build, Build or Partner
Posted Sunday, December 2, 2007 at 09:14 AM by Norma Watenpaugh
Does your organization have a clear discipline in determining which strategy to pursue to achieve an objective? Build? Buy? or Partner?
If you answered, NO - you are in the majority. Unfortunately. A few organizations do, however, and one Proctor & Gamble has had excellent results...
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Tags: partnering, build
Where should alliances report in the organization?
Posted Wednesday, September 19, 2007 at 07:16 AM by Norma Watenpaugh
This is a question I am frequently asked and one for continual debate. As far as I know there is very little published work on this topic, only fleeting references on the challenge. My opinion: there is no perfect answer but the best answer relates to what are you trying optimize?
Functional...
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Tags: partnering, reporting
Secret #1 Winners Collaborate
Posted Tuesday, September 11, 2007 at 07:49 AM by Norma Watenpaugh
In the Eight Secrets webcast, we reviewed some research data indicating that higher performing companies were extensive collaborators.
Here I'd like to share some thoughts behind a fundamental change in attitude towards collaboration and partnering that I've seen in past few years. Some...
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Tags: partnering, collaboration
Eight Secrets Update
Posted Sunday, August 19, 2007 at 06:36 PM by Norma Watenpaugh
With great relief, I can report the "Eight Secrets" webcast went well. The producer and technical staff at AMA made it easy. The producer commented it was well attended and one of the best received webcasts they have done in terms of the feedback survey results. Whew! Here is one of the viewer...
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Tags: partnering, webcast
Pheathers Phlying
Posted Saturday, August 11, 2007 at 10:29 AM by Norma Watenpaugh
Launching a blog for Phoenix Consulting Group in the midst of Pottermania has been a hoot, to steal a phrase from Hedwig. Looking for a blog name, I investigated everything Phoenix and found everything Harry Potter. Trying to get clever, I tried the current spelling Phoenix Pheathers which...
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Tags: blog, business development, interation, collaboration
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