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Many alliances fail because the value to each other and to the customer is not clearly understood or articulated. Not only does the customer value proposition need to clearly define how the joint solution is better than each of them separately, but also needs to clearly communicate to each partner’s internal staff what’s in it for them in terms they can understand.
This is not the time or place for fancy marketing lingo. This is where simple hard hitting language is needed to break through the noise and stick. What are the touch points in your value chain? How does the partnership help?
We have developed a framework for consistent and successful identification and communication of why each partnership makes sense. Our tested framework helps answer basic questions:
- What specifically does your partner do and why should your company care?
- What specifically do you do, and why should your partner care?
- What are your partnership objectives?
- How do you measure success?
- Who collects the data and how often does progress get reported?
- Who is responsible for course corrections if results are not tracking to goal?
We recommend this approach only for alliance relationship you want to succeed!
Contact us to find out how we can help you implement a simple and effective way for you to assess and communicate your Joint Value Proposition. info@partneralliances.com
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