A Partnering Guide is a true differentiator and source of competitive advantage.  Potential partners will see you as a more professional organisation than your competitors, increasing your brand awareness. 

A Reach and Value Partnering Guide speeds up the collaboration process by letting potential partners know exactly what type of relationships you are interested in.  It provides the framework for communication, resulting in more effective use of your time, qualifying out timewasters and helping serious potential partners fully prepare their value proposition that will be in line with your business objectives, be considerate of your culture and knowledgeable about your clients.

In addition, you can use a Partnering Guide to attract further funding and investments and re-purpose the messages within it to communicate with potential partners at trade shows and networking events.

Who will use the guide?

Although primarily aimed at “partnering practitioners” within your organisation (frequently these are called Partner Managers, Alliance Managers, or Business Development Managers in companies that primarily sell through third parties), the Reach and Value Partnering Guide can also be used in the following ways:

• As an executive briefing document, to explain/reinforce your partnering strategy to your senior management. This can bring the following benefits:
  • it ensures that the whole organisation is “singing from the same hymn sheet” with respect to your partnering objectives, so that any prospective partnerships identified are more likely to be in line with agreed strategy
  • it prepares senior management for submissions from partnering practitioners when (at a later stage) they seek approval for items of expenditure or commercial terms in order to establish a partnership
• As a document that can be handed to staff within a prospective partner’s organisation. In some cases this may have to be done under the terms of a confidentiality agreement, but more likely you will not include in the guide any information that you would not wish to be generally known. This use brings the following benefits:
  • it rapidly raises your profile within a prospective partner’s organisation
  • it avoids ambiguity and prevents misunderstanding about what is being proposed
  • it helps to speed up the partner’s decision making process
• As a recruitment tool. Good partnering practitioners are hard to come by. A candidate for a vacant position will be impressed by the Reach and Value Partnering Guide and will be more likely to feel attracted to working for your organisation. 
• As a source for more general collateral. We would not recommend handing out the Partnering Guide at tradeshows etc, but the messages in it can be re-purposed into (amongst others):
  • brochures that can be used to attract partners
  • presentations to potential partners
  • presentations at conferences and tradeshows
  • generic statements in press releases
  • job advertisements

The Partnering Guide is available for a cost-effective fixed price. For more information please contact us.