• If the partners’ top guns can't make a go of it, then how could the other players score a run? And if you defer putting in your best talent after one or two unsuccessful attempts, what impression does that leave with the partners’ marketing and sales teams?

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• For a declared set of opportunities neutralize any real or perceived imbalance of compensation incentives and rewards involving the joint sales team.

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• With management decisions and actions demonstrate fairness, consistency and trustworthiness.

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• Don’t just keep the sponsoring executives abreast of high priority engagements. Get and keep them involved.

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• A well-constructed Plan of Record will generate a game plan for each top opportunity deemed critical to the success of the alliance.

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