Strategic Partnerships – Strategic to Who?

How do you engage when your partner is strategic to you – but you are not strategic to them. My partner thinks of me as a supplier, or a channel, or 'fill-in-the-blank.' How do I become a strategic partner?  This is a common refrain from startups and small companies wanting a relationship with a big [...]

By |2018-09-10T18:12:55+00:00January 18, 2017|

The Role of the Executive Champion

Success Begins at the Top It is hard to overstate the importance of a champion at the senior levels of the organization.  Many alliances fail or falter when they lose the executive champion and the role is not backfilled with a strong leader. The role of the champion is many fold. They represent the alliance [...]

By |2018-07-27T18:51:33+00:00October 21, 2013|