Managing the risks.
WHAT THE RISKS ARE
Dependence on the partner The partner becoming a competitor Damage to your reputation from their conduct Loss of customer relationships Confidential information misused Liability for their failures
WHAT TO ESTABLISH
What you would do if the partnership ended tomorrow.
WHY
It measures your dependence.
WHAT TO AVOID
Depending on one partner for a large proportion of revenue Allowing a partner to hold all customer relationships Losing capability you gave to the partnership
WHY THAT LAST POINT
Capability not exercised is lost, and it cannot be recovered quickly.
WHAT TO PROTECT
Your own customer relationships Your knowledge and methods Your brand
WHAT TO ESTABLISH ABOUT INFORMATION
What the partner receives, and what they may do with it.
WHAT TO LIMIT
Disclosure to what the arrangement requires.
WHY
Information shared cannot be recovered.
WHAT TO ESTABLISH ABOUT CUSTOMER DATA
Whether it is shared, and on what terms.
WHAT TO MONITOR
How the partner represents you Their conduct with shared customers Whether they are approaching your customers directly
WHAT TO DO ABOUT MISREPRESENTATION
Address it immediately.
WHY
It is attributed to you and it continues unless stopped.
WHAT TO MAINTAIN
Alternatives.
WHY
A partner who knows you have no alternative behaves accordingly.
WHAT TO ESTABLISH IN THE AGREEMENT
The right to end it, and the consequences.
WHAT TO KEEP
Records of what was agreed and what was delivered.
