Having a capability to partner
Many organizations quickly come to the conclusion that partnering offers a cost effective relatively low risk method of achieving their strategic objectives. They then jump straight in to their partnering activity and start looking for the ideal partner without first considering whether they are ready to partner themselves and sadly go on to destroy value not create it.
Getting a capability to partner really is a pre-requisite for playing the game today and it is critical success factor number 1 expressed in Alliance Brand. There are 7 elements that affect partnering readiness and each one can create or destroy value for the organization. The graphic depicts the 7 elements and these are discussed more fully in the book. To determine your capability to partner take our free Alliance Brand Quicktest.
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In 2007 BT Global Services (BTGS) recognized they would need to develop a capability for partnering if they were to win in the networked services space. They chose Alliantist to help them. Since then we have helped BTGS turn its partnering activity from a standalone business unit on the periphery of the organization into an integrated Global Partners operation at the heart of the BTGS future. By using the principles expressed in the book and by addressing the 7 elements BTGS has enjoyed positive revenue growth and margin improvement from its partnering activity and an improved reputation. This is what BTGS said about our work with them:
"BT Global services has been working with Alliantist to support the BTGS Partner of Choice programme. During the past twelve months we have had the unique benefit of working with Mark Darby on a number of programme areas in support of our own strategic aims. And with his help we have achieved great results. Alliantist has worked with us in the following areas:
- Alliance Management best practice
- Organizational shape and design
- Partnering enablement and assurance
- Propositions development and practice
- Partnering communications and thought leadership
Through working with Mark and his team, we have accelerated our own progress as an organization, developed a strong partnering capability and helped position BT Global Services as one of the leading 'partnering organizations' within the IT Services market place. In particular, we have profited from alliantist best practice tools and techniques that our people now use. We will continue to work with Alliantist as we progress along our three year transformational partnering programme."
Steve Cash, General Manager Partnering & Strategic Development BTGS
To learn more about getting a capability to partner contact us now on either +44 (0)1273 704500 or email enquiries@alliantist.com