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Larry Smith of IBM offers a view from the other side of the fence on how consultants and vendors an work together.
Vendor view
According to the dictionary, ‘partnering’ refers to a group
of people who have agreed to work together because of shared
interests or aims. It’s common-sense really. Unfortunately,
the reality is that not all business agreements operate in
such a straightforward manner.
Organisations can be nervous about entering into an agreement
for this very reason. Partnerships can all too easily become
divisive, with an entrenched culture of mistrust and secrecy
and individual parties seeking to further their own interests.
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Consultants' Advisory 2004
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