Wednesday, 25 March 2009

What have I learned about partnering?

As a Partnership Development Manager at a major pharma company and as a management consultant, collaboration has been at the heart of my own practice. Here are some things I have learned.

  • Partnerships take a long time to evolve – they are not short term interventions to be lightly invested in.
  • Internal partnerships / interactions are just as important as interactions with customers, but normally taken for granted.
  • Many people are involved in a partnership from both sides – working the network is a critical success criteria.
  • Partnerships are hard work! Many assumptions are held by both ‘sides’ about how partnerships should work.
  • Working in partnership within an organisation is critical to gaining input and momentum.
  • Partnerships are personal; if a relationship isn’t in place, it is very difficult to work together.
  • Everyone seems to have their own definition of what partnership is – it can mean sponsorship.

So what attributes does a successful partnership have and what does a sucessful partneship manager do?