The Partnership Process

The Following represents the key steps involved in establishing and sustaining effective partnership - including some of the key considerations at each stage of the process.

Deciding to Enter a Partnership
Identifying Candidates
Selection
Negotiation
Implementation
Ongoing Management
Completion

The Partnership Process - (PDF File)

 

Deciding to Enter a Partnership

Strategic Drivers

- How does it fit?
- Why do it?
- What if we don’t do it?
- What benefits?
- How would it help our Business?

Market & Industry assessment – are there capable suppliers etc

Assessing partnership approaches, (e.g. j/v, outsource, alliance etc)

Identifying Candidates

Who is the ‘best’ choice? What does ‘best” mean for us?

Industry Analysis – positioning for the future and who will help?
(e.g. geography, technology etc)

Fit of potential party:

- skills
- brand
- culture …

Scope of the partnership

RFP (if appropriate) – statement of work, service levels and requirements

Selection

Is there alignment of approach to business?

- Capabilities
- Style/ Culture
- Structure

RFP – response evaluation, reference checking
(e.g. relationship maturity)

Is there a shared direction?

What are the parties value expectations, goals, motivations?

Negotiation

Identify & agree measures:

- Key performance indicators
- Value Exchange and Value Measures

Governance model

Legal Arrangements

Risk Management

Establish roles and responsibilities

Establish Principles of Operation

Implementation

Transition Plans

Partnering Agreement / Charter

- How will it work, engagement model, etc

Putting in place processes, people, business model, leadership

Transition any assets, contracts etc.

Implement programmes for:

- Performance
- Value Management
- Risk
- Relationship Management

Ongoing Management

All operational and business support processes in place?

Governance, business model & policies established

Performance Measurement - ongoing review of expectations, value, performance & feedback

Issues management

Alignment of people incentives with goals

Learning Processes

Completion

Is the relationship complete and ready for dissolution?

What approach is appropriate to affect the completion process?

How is capability to be distributed?

Transition plan for people.

Issues resolution process.

The Partnership Process - (PDF File)

The Partnership Process - (PDF File)