Using "Why" to Drive Your Partnership

Episode Summary

In this episode of “The Partnership Path,” the hosts, Toni Kent and John Rudow, discuss the importance of understanding the goals and motivations of partner organizations in order to build successful partnerships. They compare the role of a partner business professional or channel manager to that of a diplomat, bridging the gap between two parties with different objectives. They emphasize the need for transparent communication and asking the question “why” to uncover the true motivations behind forming a partnership. By understanding each party’s goals, a partnership business plan can be developed and executed more effectively. The hosts also encourage listeners to share their success stories and insights on building trust with partners.

Key Topics Covered:

Introduction to “The Partnership Path” podcast
Role of partner business professionals as diplomats
Importance of understanding partner organizations’ goals
The significance of transparent communication
Asking “why” to uncover true motivations
Building a partnership business plan based on shared objectives
Ensuring you are talking to the right people in the partnership
Examples of collaborative business conversations and plans
Building trust with partners
Encouragement for listeners to share success stories and insights

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