When it is not working.
WHAT PROBLEMS TYPICALLY ARISE
One party not delivering what was agreed Disagreement about money Customers handled poorly Conflict over territory or customers Changed priorities on one side Personal relationships deteriorating
WHY PERSONAL RELATIONSHIPS MATTER
Partnerships are maintained by individuals, and they change roles or leave.
WHAT TO ESTABLISH
What the agreement actually requires.
WHY
Expectations frequently exceed what was agreed.
WHAT TO DO FIRST
Raise it directly, with the responsible person.
WHAT TO ESTABLISH
Whether they see it the same way.
WHY
The other party frequently has a different account or a reason.
WHAT TO ASK
What is preventing it.
WHY
Underperformance frequently has a cause that can be addressed.
WHAT TO DO ABOUT CHANGED PRIORITIES
Establish whether the arrangement still serves both parties.
WHY
Partnerships that no longer matter to one party will not be revived by pressure.
WHAT TO CONSIDER
Restructuring rather than ending.
WHAT TO DOCUMENT
Any agreed change.
WHAT TO DO ABOUT SERIOUS BREACH
Follow the agreement Give formal notice Take advice before acting
WHY BEFORE ACTING
Wrongful termination creates liability.
WHAT TO AVOID
Ending abruptly without process Disparaging the partner publicly Approaching their customers before the arrangement ends
WHY
They produce claims and reputational damage.
WHAT TO PROTECT DURING ANY DISPUTE
Customers, who should not experience it.
