A business partnership should create a benefit that neither party can deliver as effectively alone. Define that benefit before agreeing on joint marketing, referrals or shared delivery.
Discuss the customer scope, responsibilities and resources each party will contribute. Clarify how leads, revenue, costs and customer issues will be handled. Test the arrangement on a limited project before making a broad commitment.
Review results against the intended benefit and the effort required. Keep customer promises consistent across both organizations. Use a written agreement and appropriate advice for commitments that affect ownership, exclusivity or material liability.
Open Sources Used
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Related Articles
Reading adjacent decision areas keeps the topic from becoming an isolated note.