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Pat Sweet sums up the views of our five expert commentators on IT vendor/consultant alliances.
Vendors and consultants: marriage made in heaven? - Part 2 | Part 1 | Part 3
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Paul Lawrence: close cultural fit
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IT SERVICES GROUP:
Parity
Interviewee: Paul Lawrence, head of commercial sector.
Q1: Formal alliances.
A: We want to create long-term relationships with our clients, so we are looking to partner with other suppliers to deliver all their needs – that is the service they are expecting. But such relationships only last if there is a good deal of openness about what those partnerships involve.
A formal agreement is useful at times in an alliance, but not absolutely necessary. More importantly, the partnership must be proven and based on trust. That is why channel partnerships are the weakest form of partnership, since they exist purely to help suppliers get into a particular market. What is really important is knowing the partner’s products and services and being able to see how they will benefit the client.
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Consultants' Advisory 2003
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