We seek a world of hope, inclusion and social justice, where poverty has been overcome and all people live with dignity and security. If youre not utilizing the skills of outside forces, youre missing out on a major opportunity to increase the lifesaving potential of your projects. Set by the GDPR Cookie Consent plugin, this cookie is used to record the user consent for the cookies in the "Advertisement" category . Follow trends in fundraising, capital markets, real estate, private equity, and investor expectations. I think it's probably easier to get the partner ecosystem aligned than it is to get your own organization aligned if your organization suffers from a fixed mindset, doesn't have executive commitment, and hasn't thought through its vision and values it's trying to drive across. Sales organizations, sellers in general are very much independent. They come to the meetings. You need to understand and be intuitive enough to know that maybe you need to invest in other areas or strategies. Get in the room and say, what are we doing right? So, The Ultimate Partnerships consultancy that you run. Small collaborations can lead to bigger partnerships down the line so no step is too small or insignificant. Ive been doing that for now for several years. And they'd walk out of the room and then nothing would happen because they didn't apply a maniacal focus. The participants must respect each other's I think about an example when I was starting up that government sector and we had not sold to any of the military. If something does not go as planned, both partners should agree in advance who and at what level they should escalate the issue. That's part of your branding in your story. We built a government cloud and the business I was involved in running. LinkedIn and 3rd parties use essential and non-essential cookies to provide, secure, analyze and improve our Services, and to show you relevant ads (including professional and job ads) on and off LinkedIn. Hell be back pretty soon. At the leadership level, show up for every meeting with a very concise view. It's funny, Im a big fan of Stephen Covey, and The Seven Habits and Principles are universal. 3. To be an effective leader in today's world, you need to be able to navigate constantly shifting landscapes and complex challenges. As part of this shared vision as it relates to partnerships and ecosystems, what are some of the activities that a new head of channel can take to create this shared vision? The cookies is used to store the user consent for the cookies in the category "Necessary". They come from vendor organizations or hyperscalers like Microsoft, Google, and the like. In the book, they define adaptive leadership as "an approach to making progress on the most important challenges you face in your piece and part of the world, presumably in your professional life but perhaps in your personal life as well.". Be clear who are the decision-makers on each team, as well as secret decision-makers, or those we know we need to say yes before major decisions can move forward (these are often the CEOs!). Commitment to continuity: Partnerships are built on commitments (by both partners) to common goals based on shared interests, within the framework of the terms of engagement. You hear a lot about that in coaching and development; mainly how the mindset plays the greatest role. It was painful for Adobe in the beginning, and then theyve reaped the rewards since; their stock accelerated growth over the last few years. Two-way exchange, based on give and take: Partnerships exemplify the old adage it takes two hands to clap. Paul, its been my pleasure. Invite university representatives to planning meetings. Supported: Elevate standards for customer service and success, providing expert guidance and best practices at every stage of the partnership. Well, you know, I've described my career as four successful business transformations. I took a bunch of resources. Direct communication leads to direction, the path you set as a Weve all heard this before, so we dont have to go on and on about how important this is, right? Why this Matters:If one of the biggest pieces of the partnership puzzle is communication, one of the best ways to damage the relationship is to withhold praise when its due. Thinking through each of those is how you ignite your channel to be successful. Select a language for our global site. So, for almost a decade, I led what became a 4.6 billion-dollar ecosystem at Microsoft. He's a mindset expert. Or is it even possible? Enduring trust is built by fulfilling promises of mutually rewarding positive sum outcomes: Organizations fail because they: B) They don't trust the process of partnering, And C) They don't trust the organization with the responsibility for driving partner strategy. Our Ignite partners all bring something different to the table. Protocols. Quite often, one partner tends to be more dominant and drives the relationship hard. Developing a balance of strengths across these competencies is essential for any leader looking to be successful. Acceptance of this And the CEO was also driving that. Well, we hope to achieve their greatest results. Reach out to attendees of the Summit ask questions about their experiences with partnerships and follow suit. Do you have suggestions on how you can communicate or any strategies you can go through? Developing a bond and connection with families on an emotional level And I recognized that they were a key influencer and Systems Integrator that could drive the success of my offering. I was asked to start a new business unit. The depth of the crisis and the scope We're having all these meetings. If you take time (see principle #1) at the beginning to create this structure, the steps that each player needs to take will be laid out and clearly marked. While most of these may seem obvious and common-sensical, it may be useful to explicitly list them down, to serve as a checklist for building strong and sustainable partnerships, and as a guide to avoiding some of the typical pitfalls. What steps can you take if you are at an organization with poor communication with their partners? Hence, The Ultimate Guide to Partnering was born almost six years ago. Platforms like yours help drive some of that process. And then, what are the things you apply to the partnership, the set of principles that make the partnership stand out? The visualization that drives. Partnership Enablement provides a universal system that allows investment partners to connect and communicate seamlessly across every interaction, unlocking the partnerships full potential. Maybe, they are looking for a new mindset. Ultimateguidetopartnering.com is our website. This cookie is set by GDPR Cookie Consent plugin. Contact us. Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors. And so I specialize in that area; I specialize primarily with independent software vendors or SaaS software vendors, to help their organizations better align to understand what the principles of successful partnering are. You also have the option to opt-out of these cookies. Collaboration with the right partner can be extremely instrumental in winning deals as well as providing the customer with the best solution and service to fit their needs. Despite this, there is still a significant gap of 27 trillion VND (1.2 billion USD) between the loan capital women entrepreneurs need and what financial institutions offer. In 2009, two Harvard University professors named Ronald Heifetz and Marty Linsky introduced the theory of adaptive leadership in their book, "The Practice of Adaptive Leadership: Tools and Tactics for Changing Your Organisation and the World." So, you know, if you have, and if you've done all those things upfront then it's equal that both sides are driving towards the right. Successful and happy women support happy families, raise great kids, and contribute to local economies.. Pivoting is very situational, but you need to think through where the business is going. You have to help the partner be successful upfront and build trust, build the relationship so that they come back again and again and again. Emotional intelligence is about leading with empathy, self-awareness, and the ability to work well in teams. Effective communicationwith both your customers and employeesis an important factor in business development. There are different tools that can support the division of responsibilities, including the RACI model which can define who is Responsible, Accountable, Consulted and Informed through each major phase of the partnership work. To join forces, youll need to create a new and unique structure that reflects the needs and objectives of the partnership. I have 1 or 2 slides that I generally use as templates with my clients. The terms and conditions (tacit or spelled out) that form the basis for a partnership define the nature, scope, quantum and periodicity of the give and take between partners, and as such may be taken to represent a kind of social contract (if not a legal one). For a partnership to be sustainable, the giving and the taking must remain commensurate, or at least perceived to be so by both partners. Update your browser for more security, speed and the best experience on this site. Leverage the one communication hack that aligns internal and external teams, Drive a partnership-first culture throughout your entire company. This cookie is set by GDPR Cookie Consent plugin. They were quick to tell us why that wouldnt work, as there are many factors that go into truck enforcement, including where it is safe to stop a truck. I've found that when I "Adaptive leadership is an iterative activity, an ongoing engagement between you and groups of people. We're trying to drive tactics, but nobody can tell me in the room or articulate the vision for success. He's on a mission to help organizations do and discover partnerships better. The Five Principles of Successful Partnerships; Five Principles of Partnership; The Challenges of Partnerships ; Cultivating the Field ; The Power of Partnerships; Co-funding. VPBank is developing bespoke products and services for women entrepreneurs through Ignite, while also addressing misconceptions about women entrepreneurs among their loan officers. And look at the four dysfunctions preventing successful partnerships from growing, and we'll look at how you can start implementing these today. Why this Matters:You need buy-in and engagement from both sides, which takes time and energy. And beyond simply responding to emails or picking up the phone when it rings, its important to communicate effectively. Find out about cultural forms of engagement and respect these. Community-Campus Partnerships for Health (CCPH) is a longstanding association that advocates for health equity in communities by partnering Teams competed with one another. Ultimate Partnerships consultancy experience: Taking an organization that is not channel-friendly, or has new leadership, etc. Implementing partnerships that foster relationships through shared interests, vision, and values can aid in the coordination of resources to provide a more positive patient experience and outcome. The Answers will help you to build a better partnership or provide the confidence to de-focus and spend time with a partner that has shared principles for mutual success. This is common, and creates tension that cant always be unraveled. And we met with those colonels. Podcasting is not for the faint of heart. How do you think about the opportunity holistically and know that there's not only one decision maker at the customer level, but there are several other layers? We have the mindset, the executive commitment, a vision, and a value-first strategy for partnerships. Once you put that stake in the ground, then you need to net, you need to inform, you need to educate. The last piece is about agility. We gave them opportunities first, and then ultimately, they brought us into the room. Because you make that pivot. What does success look like? Paul, its my pleasure. The CEO might say some platitudes around what makes successful partnering or they might say, yeah, we're committed to partnerships. So I got the meeting with them and helped build their business. This can be done through research, meeting the companys leadership and employees, and interviews with their customers. Even with companies that compete, if you open your eyes and mind to the potential, you can often find rich areas of collaboration. Understanding and influencing incentive structures at the branch level can also lead to tangible buy-in. Your web browser is out of date. The cookie is used to allows the paid version of the plugin to connect entries by the same user and is used for some additional features like the Form Abandonment addon. For this program, that means listening to women entrepreneurs about how products and services can best meet their needs and helping translate that into clear options with our partners. I'd invite them to listen to great podcasts, like yours and mine. 90% of all our expenses go to program services. Whats the with them conversation for a sales rep who wants to engage you and your team? That's part of the branding and story part of the principles. The risk of not agreeing on goals from the outset can cost both time and money. Which of the 12 competencies of emotional intelligence do leaders need? Eliot Partnership (Eliot), the leading global insurance sector specialist executive search firm, today announced the appointment of Jenni Smith as Read now, 125 Park Avenue You know, you talk about the SWOT analysis at the start. We were fighting 100 battles and trying to win every category. When partnerships fail, it would invariably be on account of violation of one or more of these principles. To view or add a comment, sign in, Perfectly said, hemant. Consistent communication - what strategy is most effective and what steps can people take to improve that? You have to communicate. You have successfully subscribed to our newsletter. We strategized ways for law enforcement, state drivers licensing agencies and universities to work together. And getting to work together with another seller is not always intuitive to how people have been trained to sell in the past. All people have worth and a right to self-determination; to make their own decisions about their lives. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. Great partnerships require trust, as well as champions from both sides. We're doing all this talk. And we have now surpassed 165 episodes. Competition is not a barrier to partnership. I actually had a podcast conversation a couple of weeks ago talking about how to lose a partner in 30 days, and that was what was behind it the absence of trust. And when youre working in partnership with an organization, and there are multiple stakeholders and ideas and goals competing for attention, its even more important to hone this skill. Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. Singapore 069613 EA No: 12S6264, One Bligh, Level 26 To ensure longevity and success, you have to accept that things will take time. Its applying that to the business. Partnerships form to serve a specific purpose and may take on new goals over time. Partners have agreed upon mission, values, goals, measurable outcomes and accountability for the partnership. The relationship between partners is characterized by mutual trust, respect, genuineness, and commitment. There are other influencers coming into this decision process. How to Do It:When you sign on to work as a group, you sign up for sharing the accolades. By modernizing your approach to partnership management with a single system, you can build lasting relationships and identify exceptional investment opportunitiesacross every stage of every partnership. Make an effort to figure out whats in it for each party, and then agree to work together toward these goals. Secure buy-in at multiple levels: from front-line staff to the boardroom. We expect this partnership will supportVPBankto increase our women SME customer base from 5 to 10%. Evelyn Nguyen, CEO of Canal Circle adds, There is a huge profit potential and low default rates among female borrowers. Principles 1-4 set you and your partnerships up for success in this arena, because youve: Listened to each other and communicated needs, Appreciated and utilized the skills of each member. How do you combat, or what steps can you take if you've got poor communication.? Compare plans. In other words, adaptive leadership is a leadership style that focuses on a goal and the process of achieving it. See how values-driven private equity firm Sovereigns Capital delivered outsized returns to their investors with help from Juniper Squares software and fund administration services. But internally, within the four walls of the organization are they walking the talk? 1. For the Ignite program, CARE is focused on increasing access to finance and support services to help female entrepreneurs grow. There are things that we do around each of those principles to ensure they're successful. This is what your strengths, your weaknesses are, your opportunities, and your threats. First, we had to find the win-win for all sides. Offer to share projects youve done in the past perhaps this will spark inspiration in your potential partner. Measuring it weekly, daily, monthly, across the business, and measuring it with your partner. Each entity comes with its own bureaucracy and system in place. I think you have to look around the room and see what people are doing, and how they are driving success. And Satya came in, and the first thing he did was we each got a copy of a book by Carol Dweck called Mindset. As the pandemic accelerates the move toward a digital economy, women are at risk of being left behind. I started out in the early days of wireless computing. I was listening to one of your podcasts, and there was a line that you said was absolutely beautiful around the concept of trust. CARE's response to the global hunger crisis, Three Steps the Female Digital Revolution Cant Succeed Without, How Fouzia Qazi is Blazing Trails for Female Entrepreneurs in Pakistan. Reproduced from my blog: http://hemantputhli.com/2011/10/04/partnership-fundas/, To view or add a comment, sign in The key to broader participation and faster growth in private markets is the ability to build lasting partnerships between general partners and their investors. How do you get so many stakeholders to focus on one thing? So, then, you also mention this concept of a shared vision. It's OK to have an aggressive undiplomatic conversation about what's working, and what's not working as long as you're respectful of each other's positions and you're moving to the same objective that north star. Have a monthly brown bag lunch meeting discuss gaps in your projects and look for ways to help each other. So consider yourself ready. After the honeymoon period, the more each partner continues to enrich the relationship with outcomes that bring prosperity and success to both partners, the stronger the partnership grows. To view or add a comment, sign in At the bottom of this is trust. Because, as you know, things change. Trust is the oxygen of partnerships: Strategy on how organization can provide trust and transparency. Im hoping that this post takes on a life of its own, in the form of an ongoing dialogue. With the ever-growing globalisation of business and the increasing complexity of problems, it has never been more important for leaders to adapt. Five principles of effective Partnership Enablement. The Six Principles of Partnership 1. Everyone desires respect. All people have worth and a right to self-determination; to make their own decisions about their lives. Acceptance of this principle leads one to treat clients with respect and to honor their opinions and worldview. True partnership is impossible without mutual respect. Here are a few concrete ways to get the ball rolling: Sit on committees together (Traffic Records Coordinating Committee, Strategic Highway Safety Program, etc.). Partnerships can be Partnerships between universities and government, law enforcement, and state drivers licensing agencies can promote incredible change. The CFOs would say, we're just going to put money here, why would we put money towards partnerships? Mindsets are fixed based on where people came from, and what their past success looked like And we tend to gravitate to our old history and our past, as we move from organization to organization. It helps drive our behavior in the right way. You decide you want to make that change and go from, I've got a guaranteed distribution path for pushing boxes out the door. We wouldnt have known that this was of interest if we hadnt listened to his feedback during the pilot phase. And then get agreement from, in the case of an ecosystem play, maybe there is a chief partner hyperscaler partner, like Microsoft or Google that you're aligned to. Principles of Partnership. 1. You need to think about this. It talked about the difference between a fixed mindset and a growth mindset. For more information, please visit channelsalespodcast.com. Likely, you have separate individual interests, but there has to be a shared vision of the outcome. Principles of Partnership Equality Equality requires mutual respect between members of the partnership irrespective of size and power. And we went and recruited a whole bunch of new partners. Some people know how to do it, they came from organizations that were partner-led, or partner-assisted, but you have to get there. 1) Trust . These qualities are crucial in optimizing your partnership agreements. Or, maybe they have new leadership what's the secret sauce you can share with us? We can identify problem issues and areas, but in the end, law enforcement needs to interpret the information in order to make decisions. You can't do it alone. Intuitively, I know what will get us where we need to go in terms of our objective or strategy. Partnerships are about creating mutual value. Its as simple as that. Your investment, in your resources, how you think about your partner ecosystem, educating, enabling, supporting, and rewarding. Principles of Partnership. It's just like, show me the one thing that you do better and differently than everyone else. We are currently living in a time of uncertainty with COVID-19 and many things are happening in a way that we never expected. How to Do It:Create a clear mission, with clear goals and objectives. Serving investment partners across all asset classes, with solutions for funds and firms of every type. Please welcome Vince Menzione. Know your partner AND your value proposition: To make the business case to your potential private-sector partner, NGOs need to understand their partners business model. Trust needs to be embedded in everything across the organization. What's that one thing you do better and differently than everyone else? NSW 2000, We use cookies to improve your experience. Do they have a channel or influencer strategy? Having the right abundance mentality towards what we're trying to do. And I was there during the early Satya days. the terms are usually implicit. You know that type of business is a low-margin business. For leaders, Read now. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. Are there accountabilities across the leadership team and the rest of the organization? Treat yourself with self-compassion, the way you would treat a friend. #2-01 Effective humanitarian partnerships are about more than mechanistic relationships where actors come together to achieve a set of common objectives, dividing up responsibilities and planning joint work. The principles that apply to our work are as follows. As a sector, we must never lose sight of our commitment to our program participants or the millions of women business owners we hope will one day have equal access to the capital and support they need to thrive. You need to say, what are the objectives we need to drive against? What steps can people do to improve that? They need to understand what partner-led or partner-assisted growth looks like. At the Summit, we discussed practices for advancing safety through partnerships. It takes them through: this is what we agree to. June 30, 2021. As a success criterion, a lot of organizations have headcount, but that doesn't always mean they're agile. It's the oxygen within a partnership. Part of the exercise, we do with the marketing teams when we do workshops, is to come up with that. Mobilising people requires charisma, persuasion, and the ability to inspire others. Women entrepreneurs are playing an increasingly important role in the economic growth of Vietnam, creating employment and reinvesting in their communities. and do you have the appropriate level of coverage and sponsorship within the partners organisation. Thats my first suggestion. So, that's how I think about mindset and how organizations need to think. Mindset needs to change in an organization. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". Welcome to another episode of the Ultimate Channel Sales Podcast. The good news is that you can do so at any point in the process," they wrote. These cookies ensure basic functionalities and security features of the website, anonymously. Partnerships are the secret to CAREs success. But we shouldn't feel devastated when we struggle as a partner. And those numbers are dependent on the organization, where they are today, and where they're going, in terms of the future. The good news is, more and more organizations are seeing the light than just a few years ago. I'm going back. If organizations were to embody these principles of successful partnerships and avoid the dysfunctions what sort of results can they expect? Which pieces can your organization offer? Five Principles of Just COVID-19 Relief and Stimulus. Learn more in our Cookie Policy. He's here today to talk to us about the five principles of successful partnerships and how to avoid dysfunction. Its simple business 101, but it's a way to frame the conversation; to get them thinking anew about how they should pursue this new strategy. Then apply the principles across the organization. In the most extreme cases, relationships in which one partner consistently dominates over the other in an oppressive fashion may be termed abusive. So, do you have suggestions on how organizations can be top-performing and provide trust and transparency people are looking for? To be effective, Partnership Enablement must be: Shared: Enable better connection and communication through a shared view into partnership information. Moving to a mastermind is allowing us the opportunity to come in the room and do a lot more upfront, and do it in a shorter period of time to accelerate success, versus me coming in the room and them following along for a period of time. And then, what does that strategy look like across their partner ecosystem? Engagement, I talked about getting the seats at the table and getting everybody in the room to have those conversations. And as you know, many companies have moved to the cloud, and Adobe was one of the first examples of an organization company that moved this product to subscription. 2. Even if you think you know what the other group wants/is thinking/hates/likes ASK. Theres a simple set of principles the worlds best partnership teams tend to follow and some common dysfunctions that hold many teams back.Ecosystem thought leader Vince That's an important part of the exercise. Together we can reinforce one anothers effort (nonprofit and for-profit approaches) to enable lasting positive impacts. With all our Ignite partners we will combine our social and business goals to better serve women entrepreneurs in Vietnam, so that they can grow their businesses. Why this Matters:Here is a fact about people they need to be heard. 2018 University of Massachusetts Amherst |, 2016 - Enforcement, Licensing & Universities. And that can happen pretty easily. If I work with Paul and his organization, I can achieve X results against my quota, against my scorecard. And what I found, and what I said earlier, is that organizations struggle internally. When the hard work of your partnership pays off, and provides new research or best practices to the transportation safety community, give credit where credit is due. As an example, the CRO might be used to hiring another 100 salespeople and dialing for dollars. We're not planning it to the end. On today's episode, we're going to delve into the five principles of successful partnerships. Principles of Partnership. It's been on a tear with that. Asymmetric partnerships, where one partner does all (or most) of the giving and the other does all (or most) of the taking are usually short-lived. These types of partnerships challenge our processes and systems and the way we traditionally work, particularly with the private sector. Great haste makes great waste. ~Benjamin Franklin. So we've got something to focus on. Tino rangatiratanga: The guarantee of tino rangatiratanga, which provides for Mori self-determination and mana motuhake in the design, delivery, and monitoring of health and disability services. So as you look at this, are there more strategies when it comes to communication that is more effective than others? "The best adaptive leaders from business leaders to policymakers to community organisers have recognised mistakes are likely to be made and actively used them to identify shared learning opportunities," they wrote. He clicked on a specific crash and asked who was in the crash, and what had caused it. So, let's talk a little bit about your background. How did you come up with these successful principles we're going to talk about? In order to successfully move (in unison) toward your mutual goals, youll have to figure out the path. And then holistically, looking across the ecosystem approach. English Franais Espaol . This starts at the top and it works its way down to co-selling. what is the evolutionary path for them? Not so much come up with it, they know what it is intuitively, but they may not be peeling it back. Engaging frontline staff, such as branch managers and loan officers, in the design process to ensure they see value in the product is also essential as they regularly interact with the target group, in this case women entrepreneurs. The cookie is used by cdn services like CloudFlare to identify individual clients behind a shared IP address and apply security settings on a per-client basis. What the C-suite says up here and what the sales organization and marketing organization do down here, sometimes are incongruent. Providing a universal system for Partnership Enablement, so GPs and LPs can build thriving partnerships and investments. I want to get there as quickly as possible. It's a quality podcast. I'm your host, Paul Bird. You're going to need to work across your own organization to determine: What is our North Star? Take time for all things. Ensure that you've covered your bases with all of those decision-makers. Here are five fundamental principles I have learned to build better partnerships with others: 1. Maybe it's only 1, 2, or 3 objectives that we want to drive against. Branch out. At a fraction of the annual revenue monthly. On the other hand, the most vibrant and fulfilling partnerships are found to be highly successful on each count. The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. The Five Principles. 5) Mobilisation . In an age of constant change and volatility, adaptive leadership is more critical than ever. Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. Which pieces are you lacking? Period. Make sure there are specific timelines with tasks and deliverables and accountability assigned. Having that shortsightedness. Partnerships between universities and government, law enforcement, and state drivers licensing agencies can promote incredible change. Yeah, you need to peel back on the one thing. How can they move over to having this kind of mindset of togetherness with their partners? Principles of Partnership: A Statement of Commitment. Select Accept to consent or Reject to decline non-essential cookies for this use. What is the vision for this? Leaders in a constantly changing world also need to be open to change and willing to adapt their styles as required. The essential elements of partnership --Introductory --Definition of partner --There must be a "business" --The business must be carried on for profit --The business must be carried on by, or on behalf of, the alleged partners --General result of the decisions on profit How to Do It:Start small by simply getting everyone at the same table. Do they have an alliance strategy? One of them is applying maniacal focus to the partnership. So how does a non-profit like CARE team up with profit-driven organizations to support women entrepreneurs and still deliver socially impactful products and services? Don't assume that the other side already knows. They can be quick to de-prioritize certain products, expand into new markets, or rapidly shift their business priorities to move with the market. Fight back against violence, hunger, injustice, and poverty in the fiercest waywith CARE. Well, somebody needs to put a stake in the ground. A beautiful one on constant and consistent communication. Sometimes they are control freaks and they only want to do it their way. If youre making these changes at a business level and having this great foresight to make changes, is there any that trickles down into the partner network where you can empower them to a degree? These cookies will be stored in your browser only with your consent. 1 Bligh Street These unions pair the discovery and dissemination of knowledge with the application of that knowledge. Alliances and partnerships are founded on a unique set of principles that distinguish them from other types of relationships or streams of interaction. 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