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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.
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