How do you become a business partner?

Uma parcela só tem sucesso quando existe um ganha-ganha-ganha: além dos parceiros ganharem, eles precisam ser atrativos e oferecerem algo que fa?a bem para o seu cliente em comum também, n?o funciona parceria onde uma parte perde.

A great analysis starts with data. Look at the insights from analysts like: Gartner, Forrester, IDC et al. You can leverage that data and integrate your proprietary data you have in your company, personal views and insights from colleagues. Based on your priorities and goals, you can categorizing and prioritizing partners based on these data points.

A negocia??o dos termos precisa ser equilibrada a ponto que as duas partes se sintam seguras para seguir, o contrato de parceria precisa beneficiar todas as partes inclusive os clientes.

Consulting a good commercial lawyer to draft a watertight contract with your partners, is the most important aspect of forming a partnership. Several partnerships across all industries have a high tendency to fail if not structured properly or protected by robust legal documentation. It is best to involve lawyers at the outset so they can advise on the commercial aspects of the arrangements to minimise legal and financial risks. The governing law regulating the partnership is important, equally relevant is the resolution forum for solving partnership disputes.

According to Rachel Botsman from the University of Oxford, Trust is the confident relationship with the unknown. That means, that a partner needs to be able to be confident in your skills, intentions, and actions, even in an unknown environment. You can build trust by increasing transparency. What is your mission? What are your incentives? In what state is your business? What can you deliver and what not? Especially the display of weaknesses, after demonstrating strengths is an important tool to build trust and confidence into a partnership.

Partnerships are in the end as powerful as the completion of joint milestones. When you set your goals right, there is a clear common understanding of what each party should bring to the table. It is part of a great partnership to then review these goals and have a transparent review on the progress, which includes talking about areas of improvement.

It is worth monitoring the activities of partners, as there are several stories, of partners setting up a competing business with the partnership, with an ultimate intent to exit from that partnership. Where Intellectual property is likely to be created from business activities and operations, it is important to make arrangements as to how the intellectual property rights are going to be owned, managed and dealt with in the event of a partnership breakup.