Value Creating Negotiations – Getting to Win/Win

Partnerships are about creating new value that could not be easily achieved alone. So the focus of negotiations should pivot on partner math 1 + 1 > 3. Your first discovery conversation with a potential partner is usually about how you create more value together. Then, how do you each realize value in the partnership. [...]

By |2018-07-27T18:50:24+00:00July 2, 2018|

Do You Have a Culture for Collaboration?

Every organization has a unique culture as a result of the norms, values and accepted behaviors that are held within the community.  People are often unaware that they do function within a company culture. However, when they begin to work closely with another company culture, they become aware of those differences because of the disconnects [...]

By |2018-07-27T18:51:33+00:00November 30, 2013|

The Soft Stuff is the Hard Stuff

Collaborative competencies are a distinct set of skills that effective alliance professionals have in applying the processes and practices described in the previous blog but collaborative competencies also include many ‘soft skills’.  The softskills are ironically the most difficult ones, often gained through on-the-job-training and years of experience. These include being able to assemble virtual, [...]

By |2018-07-27T18:51:33+00:00November 15, 2013|

Collaborative Capability

Certification assures Collaborative Capability: Taking Partnering to the Next Level I was fortunate to be featured in an interview for the Marketing Thought Leadership series with Linda Popky, Marketing Master and recently named one of Silicon Valley's Top 100 Women of Influence.  In this podcast interview, I was asked to speak about the growing recognition [...]

By |2018-07-27T18:51:49+00:00November 19, 2009|

How are Partner Managers using Social Media?

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 build loyalty, to collaborate and to listen. Its an opportunity to have communities [...]

By |2018-07-27T18:51:50+00:00August 25, 2009|

Secret #1 Winners Collaborate

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 years ago, companies would express their reason for partnering in terms of [...]

By |2018-07-27T18:52:05+00:00September 11, 2007|

Pheathers Phlying

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 was available for a blog, but is [...]

By |2018-07-27T18:52:05+00:00August 11, 2007|