June 30, 1996
Volume12, Number12

HOW TO MAKE STRATEGIC PARTNERSHIPS WORK

"Partnering is often the most important growth strategy a technology company could have," says business development consultant Dorothy Langer. "Yet most companies are clueless about how to spot a good partnering opportunity, or how to work successfully with another company. When the phone rings, they just go into reactive mode."

Langer, an industry veteran who has worked for IBM, Gartner Group, Businessland, and a blue-chip list of software and hardware clients, has developed a seven-point checklist of critical success factors for strategic partnerships. "It's interesting that none of these factors involve negotiation," she notes. "I've helped put together dozens of partnering relationships, and the few issues that had to be negotiated always turned out to be less important than people thought they'd be."

Langer recently shared her partnering guidelines with us:



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