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Trish Cosgrove looks at how consultants can guarantee a return on their investment in vendor partnerships.
Partners for profit - Part 1 | Part 2
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Trish Cosgrove: partners will probably have a different style of selling
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Over the past decade, corporations have transformed themselves from 100% owners of their assets into ‘fuzzy-walled’ organisations linked with dozens of partners in strategic alliances – joint ventures, cross-selling agreements, patent licensing deals and the like.
It is an absolute given these days that in order to deliver a ‘whole solution’, companies need to collaborate: even if organisations profess to be all-encompassing, it is unlikely they will be expert in everything.
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Consultants' Advisory 2003
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