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Field Notes

Management Advice

Put Your "A" Team in First Then Get Out of The Way

  • 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?

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

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

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

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