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PARTNERING AIDS
PARTNERING SERVICES
WHAT IS PARTNERING?
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Partnering
Wisdom |
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Our
Favorite Partnering Quotes
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These are
our favorite partnering quotes. We like them because they condense
much partnering wisdom into few words.
Drucker
"Businesses
once grew by one of two ways; grass roots up, or by acquisition...
Today they grow through alliances - all kinds of dangerous alliances.
Joint ventures and customer partnerings which, by the way, very
few people understand."
Peter F. Drucker
Sun Tzu
"If you
do not seek out allies and helpers, then you will be isolated
and weak."
Sun Tzu, "The Art of War"
Chinese
War Text
Those
who establish adaptable formations will survive - even if they
are small. While those who establish unadaptable formations
shall perish - even if they are large. So it has been since
the beginning of time."
From The Ancient Book of the Huainan Masters
(a 2000 year old Chinese war text)
Machiavelli
"The
forces of a powerful ally can be useful and good to those who
have recourse to them... but are perilous to those who become
dependent on them."
Niccolo Machiavelli, "The Prince"
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From the Business Press
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Business
Week
"...companies
should expand beyond their existing resources through licensing
arrangements, strategic alliances, and supplier relationships."
Business Week
Fortune
"Alliances
have become an integral part of contemporary strategic thinking."
Fortune Magazine
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Partnering
Mistakes
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Van
der Roh
"God
is in the details."
Mies Van der Roh
Anonymous
"The
Devil is in the details."
Anonymous
Sun Tzu
"There
are routes not to be followed, armies not to be attacked, citadels
not to be besieged, territory not to be fought over."
Sun Tzu, "The Art of War"
Sahakian
"Prospecting
for partners is a difficult and subtle process. It's easy to
dissipate huge quantities of critical executive time, money
and corporate focus on false starts - partnerings destined from
inception never to consummate nor bear fruit."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"If
you fail to get it right at the start, it may cost you dearly
to fix it later - that is if you are even permitted the opportunity
to fix it."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"It
is easier to get into trouble than to get out of it."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
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Taking
Action
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Alice
in Wonderland
"Now
here, you see, it takes all the running you can do to keep in
the same place. If you want to get somewhere else, you must
run at least twice as fast as that."
The Red Queen to Alice in Alice's Adventures in Wonderland by
Lewis Carroll (Charles Lutwidge Dodgson, 1832-1898, English
mathematician and writer)
The Marine
Corps
"A good
plan violently executed now is better than a perfect plan executed
next week"
from Warfighting, the United States Marine Corps
Sun Tzu
"Thus,
though I have heard of successful military operations that were
clumsy but swift, cleverness has never been seen associated
with long delays."
Sun Tzu, "The Art of War"
Napoleon
"On
s'engage et puis on voit!"
Napoleon Bonaparte ("One jumps into the fray, then figures out
what to do next.")
Sun Tzu
"The
essential factor of military success is speed, that is taking
advantage of others' unpreparedness or lack of foresight, their
failure to catch up, going by routes they do not expect, attacking
where they are not on guard. This you cannot accomplish with
hesitation."
Sun Tzu, "The Art of War"
Von Clausewitz
"The
world has a way of undermining complex plans. This is particularly
true in fast moving environments. A fast moving environment
can evolve more quickly than a complex plan can be adapted to
it. By the time you have adapted, the target has changed."
General Carl Von Clausewitz
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Change
and Speed of Adaptation
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Sun
Tzu
"The
value of time, that is of being a little ahead of your opponent,
often provides greater advantage than superior numbers or greater
resources."
Sun Tzu, "The Art of War"
Charles
Darwin
"It
is not the strongest of the species that survive, nor the most
intelligent, but the one most responsive to change." Charles
Darwin
Sahakian
"People
used to think the large would eat the small, instead it is the
swift who are eating the slow."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"Partnerings
are the quickest way to grow your company, especially during
times of rapid change."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"If
your environment is changing, you must change with it. If you
don't, you perish."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"You
must adapt and innovate more today than you ever have in the
past. You have two options. You can change internally, or you
can change your external relationships. Internal change is the
more difficult of the two."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
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Partnering
With Customers
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Sahakian
"The
most beneficial type of partnering you can engage in is partnering
with your customers. The benefits are compelling. You use
it to gain customers, protect them from predation by competitors,
and to protect your profit margins."
Curtis E. Sahakian, Managing Director of the Corporate Partnering
Institute
Sahakian
"A
customer benefits from partnering with a vendor only as long
as the relationship fulfills its needs. The vendor, on the
other hand, will try to maintain the relationship as long
as possible."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering
Institute
Sahakian
"A
supplier will want a relationship that is difficult for a
customer to walk away from, or for competitor vendors to disturb.
The vendor should try to cultivate its partnering relations
with a customer through close working ties with its customer's
employees, or through its intimate understanding of its customer's
business."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering
Institute
Sahakian
"What
you sell must be strategic or important to your customer or
your customer's customer, otherwise it's not worth their time
and energy to partner with you. A vendor can get a leg up
if they possess any of the following characteristics:
- They
are already one of their customer's largest or most important
vendors;
- There
is a good fit between the vendor's core competence and the
customer's needs; or
- The
vendor can solve a problem faced by the customer's customer."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering
Institute
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Why
Partner
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Sahakian
"You
can never be too rich, too thin, or have too many customers."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"Partnering
is the quickest, most effective way to re-engineer a business."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
"Without
local guides, your enemy employs the land as a weapon against
you."
Sun Tzu, The Art of War
Sahakian
"Well,
you have NO CHOICE but to keep running faster just to stay in
place. If you rely solely on your ability to implement internal
change, you may not make it."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"You
can adapt by changing your organization's relationships with
other organizations through corporate partnerings. Instead of
building internal capabilities you turn to partnerships and
alliances. As you need to change and adapt, you change partners.
Companies that know how to form and use these partnerings are
displacing those that don't get it."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"Since
(with the use of partnerings) the organizations minimize the
amount of internal change, you don't face the same resistance
from reluctant managers and executives slowing you down as they
protect their jobs, their egos or their turfs. This way you
can avoid employee morale problems."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"Joint
Ventures, Alliances, and other Corporate Partnerings are fueling
the growth of the world's most successful companies. The demand
to deliver more new products, more quickly, and at lower prices
has never been greater. Joint Ventures and other collaborative
business arrangements are revolutionizing how winning companies
compete. They permit companies to enter new markets and field
new products that they otherwise couldn't do on their own. They
are the quickest way to grow your company, particularly in times
of change."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"Few
companies have everything that they need. You may need money,
customers, or product. No matter what you need, there is someone
who has it. That someone is a potential Corporate Partner."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"Partnering
has proven itself one of the most powerful business tools for
dealing with fast changing markets, technologies and customers.
As the global economy speeds up, partnering is becoming the
weapon of choice for today's successful competitors."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
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Partnering
Practices
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Sahakian
"Partnering
should be wielded as a sword, not a shield. It best suits companies
with aspirations that exceed their resources. You should be
driven by a motivation to reach out and gain market share, develop
new markets, and leverage your current position."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"Measure
your success by how well you obtain your goals - not how well
you get along with your partner."
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
Sahakian
"There
are three vital steps to partnering success:
1. Determine
what it is you need but don't have: customers, capital, special
expertise, products, production capacity, or distribution channels,
2. Determine
who has what you need,
3. Ask
them for it, but, first make sure you have something they want
or need. (this last point is the most important)"
Curtis
E. Sahakian, Managing Director of the Corporate Partnering Institute
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Sun
Tzu
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Sun Tzu
"The
relative size of your force as against that of your adversary
is by itself of no consequence. What controls is the relative
size of your force at the point where you join in battle. You
can strike with the few and be many if you strike your adversary
in his gaps. Seek out places where the defense is not strict,
the place not tightly guarded, the generals weak, the troops
disorderly, the supplies are scarce and the forces are isolated."
Sun Tzu, "The Art of War"
Sun Tzu
"Be
the first to seize intersecting ground, that is ground which
lies the intersections of borders or intersections of main thoroughfares
of commerce and travel. Your occupation of it gives you access
to all who border it and all who would covet it. On intersecting
ground, if you establish alliances you are safe, if you lose
alliances you are in peril."
Sun Tzu, "The Art of War"
Sun Tzu
"We
cannot enter into informed alliances until we are acquainted
with the designs of our neighbors and the plans of our adversaries.
_ When entering enemy territory, in order to lead your army,
you must know the face of the country - its mountains and forests,
its pitfalls and precipices, its marshes and swamps. Without
local guides, you are unable to turn to your account the natural
advantages to be obtained from the land. Without local guides,
your enemy employs the land as a weapon against you."
Sun Tzu, "The Art of War"
Sun Tzu
"Unless
you know the mountains and the forests, the defiles and impasses,
the lay of the marshes and swamps, you cannot maneuver with
an armed force. Unless you use local guides, you cannot get
the advantages of the land."
Sun Tzu, "The Art of War"
Sun Tzu
"So
in war, the way is to avoid what is strong and to strike at
what is weak. Water shapes its course according to the nature
of the ground over which it flows; the soldier works out his
victory in relation to the foe whom he is facing."
Sun Tzu, "The Art of War"
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More
Quotes
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Drucker
"The
greatest change in corporate culture - and the way business
is being conducted - may be the accelerated growth of relationships
based... on partnership."
Peter F. Drucker
Drucker
"Businesses
once grew by one of two ways; grass roots up, or by acquisition...
Today businesses grow through alliances - all kinds of dangerous
alliances. Joint ventures and customer partnerings which, by
the way, very few people understand."
Peter F. Drucker
Ford
"The
man who will use his skill and constructive imagination to see
how much he can give for a dollar instead of how little he can
give for a dollar, is bound to succeed."
Henry Ford
Sun Tzu
"What
enables the wise sovereign and the good general to strike and
conquer, and achieve things beyond the reach of ordinary men,
is foreknowledge."
Sun Tzu,
"The Art of War"
UPSIDE
"...collaboration
has become a dominant dimension of competitive strategy. Competition
will always be there, as yin will always be there for yang.
But companies that were previously fixated on how they could
gain advantage from another's loss are now instinctively looking
to see how they can gain from another's gain."
UPSIDE Magazine.
Von Clausewitz
"In war
everything is simple, but it's the simple things that are difficult."
General Carl Von Clausewitz
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Call
and ask how we can help you...
Call 1-800-948-1700, ask for Heidi.
Or
email Heidi at HeidiRedford@cpi.us
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© Corporate Partnering Institute
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