Jill Young, MBA| Traction First, LLC
Choosing the Right Partner:
Ask the Hard Questions First
Objective:
1. Create a template for a PARTNERSHIP POSSIBILITIES Agenda
2. Demonstrate the difference between SMART and HEALTHY
Competitive Advantage
Why do we create partnerships?
SMART and HEALTHY
• Smart is….– Technology– Strategy– Finance– Marketing– Decision Science
• Healthy is…– Minimal Politics– Minimal confusion– High level of morale– Low turnover of the
right people
How is your company SMART and HEALTHY?
• Who attends?• Who runs the meeting?• Objective agreed to?• Open and honest• Whiteboard or flipchart
Ground Rules
• Check in: – 30 min• Company Presentations: – 1 hour• Issues:
– Culture – 1 hour– Strategic – 1 hour
• Decide: Go – No Go• Next Steps:• Conclude:
Agenda
• Good News• Why do you want to do this?• What concerns or obstacles do you see?
The Check in:
• 2 min HISTORY• 2 min CORE FOCUS of your company within the industry
(what you do and do well)• 2 min on where you are going – GOALS or BHAG• 10 min on CULTURE (core values, people policies, turnover,
training, leadership mentoring)• 10 min on SWOT (Strengths Weaknesses Opportunities
Threats)
Company Presentations
1. Core Values?2. Core Focus?3. 10-Year Target?4. Marketing Strategy?5. 3-Year Picture?6. 1-Year Plan?7. Quarterly Rocks?8. Issues?
What if one or both companies are “stuck”?
- 8 Questions
ISSUES
• Share and list• No discussion or
debate yet
• Prioritize 1,2 and 3• I – Identify (Who, What, Does it go
deeper?)• D – Discuss (get clear)• S – Solve (get comfortable)
• If its still an issue – leave it there, if not, erase it.
Culture and Strategic issues:
• Go – No go – just the one word • Just a decision to move on to the next step• A way to take a pulse on the whole group
Decide:
• What do we need to know/do before the next meeting?– Assign “to do’s” that came out of the
discussions– Decide on “teaming” – but assign an owner.
Next Steps:
• How are you feeling? • Biggest Advantage• Biggest Obstacle
Conclude:
• Adding a new product or service– Ask why….– Is it within your purpose and niche– Would it serve the same customers
• Bringing two or more service providers together
Adapt the Agenda for other uses….
THANK YOUPlease fill out your evaluation
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