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Building a Partnership Programme Managing several arrangements.WHEN IT BECOMES NECESSARYWhen partnerships are a significant route... Choosing a Partner Who to work with.WHAT TO ASSESSWhether they serve the customers you want to reach Whether their... Deciding Whether to Partner Before approaching anyone.WHAT TO ESTABLISHWhat you are trying to achieve Whether partnership is... Documenting Partnership Agreements What must be in writing.WHAT AN AGREEMENT SHOULD COVERThe parties and what each does The purpose... Ending a Partnership Separating properly.WHY IT MATTERSMost partnerships end, and how they end determines the... Handling Partnership Problems When it is not working.WHAT PROBLEMS TYPICALLY ARISEOne party not delivering what was agreed... Managing Co-Marketing and Joint Promotion Reaching audiences together.WHAT IT INVOLVESTwo businesses promoting jointly to reach each... Managing Partnerships Day to Day Making them work.WHY THEY FAIL IN OPERATIONNobody is responsible Expectations were never aligned... Managing Reseller and Distribution Arrangements Selling through others.WHAT IT MEANSAnother business selling your product or service to their... Measuring Partnership Value Whether it is worth it.WHAT TO MEASURERevenue generated Margin after any share paid Customers... Negotiating Partnership Terms Reaching agreement.WHAT TO ESTABLISH BEFORE NEGOTIATINGWhat you need from the arrangement What... Partnering With Larger Organisations Working with those much bigger than you.WHY IT APPEALSAccess to substantial customers,... Protecting Yourself in Partnerships Managing the risks.WHAT THE RISKS AREDependence on the partner The partner becoming a competitor... Strategic Partnerships and Alliances: Everything That Matters, Briefly The whole category in one page.MANY PARTNERSHIPS WOULD BE BETTER AS A STRAIGHTFORWARD... Structuring a Partnership Defining what each party does.WHAT TO ESTABLISHWhat each party contributes What each party... Understanding Business Partnerships What they are and what they are for.WHAT A PARTNERSHIP IS HEREAn arrangement between separate... Understanding Joint Ventures Creating something together.WHAT A JOINT VENTURE ISA separate arrangement or entity formed by two... Understanding Referral Arrangements The simplest partnership.WHAT IT ISOne party introduces customers to the other, for a fee or... Working Together on Delivery Joint execution.WHEN IT ARISESContracts requiring capability across parties Projects too large...

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