Wednesday, March 30, 2011

IT Partnerships: peer to peer

Who to partner with?
Why partner with some people and some others?

Good, Bad and Ugly of business partnerships

Now some good partners turn out to be reliable, solid and a two way street. Others turn out to be one way streets - and are just...well... disappointing in many different ways.

Here are some feedback after talking with peers are partnerships:

Why do IT Firms partner with other businesses?
a. To perform tasks that they don't do themselves?
b. To add value to their clients
c. To allow you to help build your business.
d. To have a 1 way partnership where you give them business, but they do nothing in return especially no thank you for that referral.

Answer: All the above.

What do IT firms expect out of partnering with other firms/partners?
a. Mutual consideration for who brought you in.
b. Will provide you the best marketing tools and sales tools available.
c. Sometimes a thank you in discounted services or such.
d. Sometimes the ability to allow you to bill the client at a discounted rate.
c. Will try and sell your clients other services without coming to you first and asking you.

Answer: All the above.

The only reason why I'm mentioning this is because I've chatted with some peers and experienced some of the above as well at one point.

So what is one to do?

Nothing but kill the relationship.  You go into a partnership hoping that the other side is respectful of the relationship and is grateful for the opportunity. We all know there are some side "bonuses" that go with bringing in partners and referrals to partners, but that's not what your doing it for.
It's to help your clients with something that you might not do.

Sometimes it works, sometimes it doesn't. 

If a business partner brings you in, to do something you don't do, or to assist you in a project, or perform a duty for you:

  • Do the job.
  • Say thank you in 1 form or another.
  • Be there for them in the future
  • Refer back.

Because, you never know where this new relationship can bring you in new extra business.

Peers are too greedy and to fearful. Partners are worried about their next paycheck and will through some under the bus.

Again, move on. Get somebody else. Take care of your clients. Don't bad mouth partners/peers. You never know when it will come back to bite you in the arse and it will in one form or another.

Only other thought about this:
Fear and greed brings more fear and greed into your lives. Is that what you want?
Plant the seeds....plant alot of seeds and watch your business grow.

Next: Partner to Vendor relationships with some real life examples. Fun.

Garett Chipman

CEO \ TVG Consulting
"Providing Reliable and Stable Business Technology Solutions"
- again typed on a tablet - forgive the spelling.

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