Your Revenue Driver
The network of suppliers and partners that make the business model work:
There are four types of partnerships:
Channels (Discussion 5) and Partnerships are characterized by conflict and the perception of high failure rates.
The words are easy to express and yet subject to varying and contrasting aspects of interpretation and implementation.
Agreements to support these relationships are important from a "letter" and "spirit" perspective. Attorneys do an excellent job of documenting the letter with due attention to the spirit (perhaps?). Alliance builders focus on the spirit and seek the letter when they get in trouble.
The reality is that both the letter and the spirit are needed - and even more than both - Trust is needed. Big companies need trust too - but they also can have attorneys, client inertia and brand to sustain them with a difficult partner.
How can a small company sustain key partnerships without attorneys, clients or brand?