A consultant we know was talking about a partner she was working with on a project. She thought that they agreed prior to an important client meeting that they would present themselves as a single company to minimize any client concerns. At the meeting the ‘partner’ grandstanded, establishing his separate identity and launching into something approximating a sales pitch. The client became confused and my consultant friend and her ‘partner’ lost the work.
We have partnered with several firms over the years and have had both negative and positive experiences. What we’ve learned is there are levels of partnership that reflect the level of commitment between the players. These levels also reflect the amount of trust between them as well. While have identified the levels as: ally, collaborator and partner.
Dispatches From The Front 