Book Description
Advance Praise for Partnering with Microsoft: 'Partnering with Microsoft is the first great book about the breathtaking culture, opportunity and roadmap for joining Microsoft's 850,000 partners cutting an impressive B swath in the marketpl
This inside guide to effective partnering with Microsoft reveals how to become a trusted partner in order to gain supportive co-marketing, assured referrals, and joint success in selling complementary products and services.
Customer Reviews:
Good information, terribly written.......2007-03-09
If you partner with Microsoft in sales, this is a must read. But it's also a maddening read becuase the same topics are reviewed over, and over, and over, and over again. It's like the author had to make a certain word count, so they just kept repeating themselves to make the magic number. I would recommend you digest the material over a period of weeks rather than a day or two. It's certainly not a page turner. . .
Serious Momentum with Microsoft.......2006-05-25
I had the privilege in attending a "Partnering with Microsoft" presentation and I am reading Ted Dinsmore's book now. Since the meeting with Ted Dinsmore, our organization is adopting many of the techniques revealed in his book and our corporation now has serious momentum with Microsoft. I highly recommend reading the book, and if the opportunity arises to meet Ted, don't miss it.
DANCING WITH MICROSOFT.......2005-08-28
Within 21 years of becoming the most powerful company therein, Microsoft has ascended to the pinnacle of the IT industry. Authors by Ted Dinsmore and Edward O'Connor have done an outstanding job of telling the readership of this book, how by virtue of its own commitment of partnering with other firms, Microsoft has done so to an extent unparalleled by other large companies in the industry.
Dinsmore and O'Connor begin this book by telling you why you should partner with Microsoft. Next, the authors detail the core attributes of Microsoft's culture, organization and strategy, and explain the position of Microsoft's partners in its ecosystem. Then, they build on the responsible understanding of the ecosystem by elucidating the principles of partnering with Microsoft. The authors next focus on the partnering tactics that successful ISVs employ vis-a-vis Microsoft. Dinsmore and O'Connor continue by focusing on the partnering tactics that successful services firms employ vis-a-vis Microsoft. In addition, the authors focus on the partnering tactics that successful resellers employ vis-a-vis Microsoft. Finally, they advance the tactics implicit earlier in the book; that is: how to leverage other Microsoft partners not only to improve your relationship with the company, but to accentuate your firm's success by working productively with other partners in Microsoft's Partner Ecosystem.
With the preceding in mind, the authors have done an excellent job of helping your firm come to terms with Microsoft, to assess and mitigate the risks of partnering, and to pursue and realize the rewards of partnering with this globally successful company. At the end of the day, only by understanding what makes Microsoft tick and how the company thinks and behaves, can your firm be a successful Microsoft partner.
The Inside Scoop on Working with Microsoft.......2005-08-10
A great many companies want to use computers in their business to do something a little bit different than what the programmers originally thought. Many companies do not want to invest, perhaps they cannot invest in their own IT department to understand and develop exactly what they need.
Microsoft understands this very well. Consequently many of their products are designed so that someone else can take their products and make it function as the final customer needs.
A perfect example is a database. A company wants to keep track of something. A database is the ideal way to do this. But does anyone at that company understand enough about database design to implement the database, design the forms and reports to make it easy enough for the clerks in the company to use, and then train the clerks?
The result is Microsoft's partnering philosophy. If you will set up your company to take Microsofts basic software and make it work as the final customer wants, then Microsoft wants to work with you, will supply you with support and leads, give you all kinds of advantages.
The alternative in the IT industry is to do your own thing, perhaps in competition with Microsoft. History tends to say that this isn't all that wise.
The authors fo this book are experts in working with Microsoft. In this book they give you the whole scoop, including the bad points (Suppose the customer really should use Linux!).
Book Description
This practical resource provides up-to-date coverage of how to structure and negotiate profitable corporate alliances, covering both the strategic benefits and potential risks involved in these complex arrangements.
In clear and straightforward language, this handbook explains the proprietary rights issues involved and then walks the reader through the chronology of a deal, from the definition of objectives to the decision to seek an alliance, identification of potential partners, negotiations, and closing. Corporate Partnering is full of practical forms covering all aspects of strategic alliances annotated with crisp, clear commentary that explains the real-world issues addressed by each provision and how alternative solutions may be used to accomplish different aims. These carefully crafted agreements cover the broad range of areas from supply and distribution agreements, product and technology licenses, and research and development agreements, to investment and investment-related arrangements.
Thoroughly revised and updated to reflect the latest developments the Third Edition includes a chapter on sales agency and manufacturer's representative agreements, expanded discussions of antitrust and misuse issues, and updated form agreements, rights summaries, and checklists.
Book Description
From the best-selling author of SPIN Selling, Getting Partnering Right explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships today, redefining how to form locked-in, highly profitable relationships with customers.
Customer Reviews:
Please note above review.......2004-03-19
One of the above "reviews" was accidently listed as a review and has given the book zero stars when in fact it is comments from the author. The book was fantastic.
Getting Partnering Right.......2000-08-31
I am in the process of establishing partnerships with our firm's suppliers and subcontractors so that we may improve the service that we provide to our customers. The first step in the process is to be sure that our suppliers and subcontractors understand the concept of partnering for a win-win agreement. "Getting Partnering Right" is by far the best explanation of what I am trying to accomplish that I have read.After an initial meeting, I ask our potential partner to read the book and to call me when he has read it.Without exception, all have stated that "Now I get it". In a follow-up interview it is very easy to tell if they really do "get it". So far I have purchsed 28 copies for distribution to potential partners and to some our own employees. In addition,some of our partners have purchased more copies for distribution within their own companies. Maybe this one should be rated 6 stars!!
Book Description
How does one accurately measure an alliance? With all the factors involved -- productivity, decision making, team performance, the number of new customers, and damage control -- getting a precise measurement can be a complex and daunting task. Knowing which measurement to use, and at what stage of the alliance life cycle, is critical.
Measuring the Value of Partnering gives readers a system for measuring a relationship's contribution at every stage of the alliance, from creation to implementation to termination. This essential book features case studies drawn from interviews with key players at companies like IBM, Hewlett-Packard, Starbucks, Staples, and Hyundai. Weaving these and other real-life examples together, Author Larraine Segil helps readers develop the appropriate metrics and then shows how and when to use them accurately and intelligently to achieve the greatest impact.
Timely and practical, Measuring the Value of Partnering provides the tools for making any alliance is work to maximum organizational advantage.
Customer Reviews:
Jargon, puffery and false pretenses.......2007-03-16
This book is not at all what its title and blurb suggest. It purports to help you to assess strategic alliances by using "metrics", which are defined as "that which should be measured" (at xi). Unfortunately, the author has a distinctly inadequate approach to this concept: she will tell you that you should use something as a "metric", but she does NOT tell you (i) how to measure it, or (ii) how to weight it against other "metrics" that are qualitatively different. If you are expecting the book to provide even a single template or checklist that will enable you to accumulate a bunch of metrics and compare them -- in fact, if you're expecting anything quantitative at all -- yours is a vain hope.
Moreover, the metrics she proposes are often quite vague. For example, she proposes "strategic alignment" and "strategy fit" as two separate metrics during the development of an alliance (at 43-49). The distinction between them is never made clear, although for the latter she includes a kind of flow diagram with 12 boxes filled with terminology like "Misson/Vison/Values", "SWOT", "Product Lines" etc., and other chestnuts from undergraduate business textbooks. Here are some other examples of metrics, verbatim (at 214): "Define expectations and success continually", "Educate the customer about [your company's] value," "Negotiation - change the conversation from how much to how good". Maybe these are good bits of advice in some contexts, but the use of the word "metric" for each of them is quite misleading.
The "case studies" that make up most of the book are no more illuminating about the nuts and bolts of implementing a measurement process. They consist mainly of the authors's big-company clients patting themselves on the back while describing the things that were important to them in various deals, without describing any process for scoring or comparing these factors.
The author does take great pains, however, to remind us that, e.g., she once did some research at Cal Tech, that her current firm (into which her old firm merged) is "considered the world experts in Negotiation and Relationship Management processes" (at 57), and that she wrote another book (which you are encouraged to buy and read). This constant huckstering is tiresome. So is the prose style. It's an endless permutation of empty business-speak like "leadership", hand-off," competency" and "critical", e.g., "leadership is critical at this stage" (as if it isn't at other stages?), or the non sequitur: "The operationalization metrics, a cumbersome term, relates [sic] to the multitude of activities that put flesh around the skeleton of the alliance. This is also the moment of alliance hand-off from those who developed and negotiated the alliance to those who must implement it [at 63]."
If you can tolerate soporific prose about alliances, you would be much better off reading Mark De Rond's "Strategic Alliances as Social Facts". In addition to critiquing the "life cycle" model of alliances on which Segil relies, it offers a great deal of substance -- including a convincing argument that the success or failure of alliances often is based on factors the parties didn't initially expect to measure.
A must-read for anyone who is in a business relationship.......2004-01-07
Segil's expertise shines through in this book about the role metrics play in creating successful business relationships. Segil's use of real-world examples shows how the unpredictable, complicated realities of alliances can be overcome and managed by applying the right metrics. With her keen insights and first-hand experiences, readers finish the book armed with the tools and direction they need to use alliances to their advantage. A great book!
Book Description
Partnering Intelligence explains a proven process for generating powerful alliances, completely updated with new case studies including the award-winning Bank of America-Exult, Inc. partnership study, new research and statistical information from thousands of partners, and the Win/Win Orientation Assessment.
Customer Reviews:
A good overview of partnering fundamentals.......2006-01-27
Business leaders today are rediscovering the need to form partnerships in order to survive and remain competitive. As we move towards a global economy based on information and communication, business leaders will need to develop what Stephen M. Dent calls "partnering intelligence." They need to learn how to be smart partners and build smart alliances.
The process of partnership development outlined in this book is called the Partnership Continuum. This deliberate, 4-step approach is a blueprint for planning successful partnerships, moving at each step from a past to a future orientation.
The four stages of partnership development are:
1. Assessing: The goal is to determine where the company stands today, and where it wants to go. This internal assessment will help you decide if you need partners to achieve your goals. Assessment should include both the company's vision/culture and material needs like strategy, products & services.
2. Exploring: Brainstorm a list of potential partners. Compare your needs to the services a partner could provide. When you talk to potential partners, find out what their needs are, and how your organization could fulfill them. Compare the vision/culture of your potential partner with your own.
3. Initiating: Involve key leadership in partnership building. Agree to partner first in a small way on an initial joint project. Evaluate your compatibility on this project.
4. Committing: Solidify your future vision and plans with your partner. Share information and resources.
Book Description
Full of tools, techniques, and skill-building exercises for increasing partnering intelligence, this step-by-step field book leads practitioners through the powerful stages of partnership and relationship development in a process that's been used to develop hundreds of successful partnerships in corporations.
Customer Reviews:
Partnering Intelligence Fieldbook - a real masterclass.......2002-08-09
This new book is an excellent toolkit for creating lasting and robust business alliances. Stephen Dent and Sandra Naiman are to be congratulated on making a complex subject so "down to earth".
Dent has established his reputation as a leading light in partnering and alliance formation and management. Dent and Naiman give many insights into the practical design and implementation of successful alliances - a real masterclass.
The new work builds on Stephen Dent's last book "Partnering Intelligence - creating value for your business by building strong alliances". The new book is a real "how to" guide - crammed full of useful diagnostics, workable frameworks and relevant tools.
Public and private sector organizations need to work together (and internally with themselves) in a mutually supportive climate, to achieve successful win/win outcomes and reforms. This book, and its no nonsense approach, guides us on how we can all work together and respect our partner's needs and goals.
I am sure like Stephens Dent's last book on alliances - this is destined to sit in the top 10 list on partnering in the near future.
Buy it, use it and succeed. It is a 21st century investment.
Average customer rating:
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Alliance Brand: Fulfilling the Promise of Partnering
Mark Darby
Manufacturer: Wiley
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ASIN: 0470032189 |
Book Description
As pressure continues to build on organisations to achieve more with less, partnering offers tremendous promise as a strategic solution. However, up to 700f such initiatives fail to meet their objectives. In this book, alliance expert Mark Darby argues that, in the age of the extended enterprise, firms must display a positive reputation and hard results from their alliances in order to attract the best partners and stand out from the growing crowd of potential allies. Building on this, he introduces the Alliance Brand concept, explores its critical success factors, and shows in detail how to apply it in your organisation.
Darby's straightforward advice and comprehensive maps and tools will guide you on the journey to fulfilling the promise of partnering. The results are higher revenues and reduced alliance failure rates, along with lower costs and fewer risks. Alliance brands also have more satisfied staff and partners, and a transparent, audit-friendly process to satisfy increasing governance concerns. This leads to sustainable alliance success, and ultimately 'partner of choice' status in your chosen industries and markets.
That's a compelling return on investment. That's an Alliance Brand.
Average customer rating:
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Growth Partnering: How to Manage Strategic Alliances for Mutual Profit (Ama Management Briefing)
Mack Hanan
Manufacturer: Amacom Books
ProductGroup: Book
Binding: Paperback
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ASIN: 0814423248 |
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- a MUST read for any business professional
- What the future of leadership should be.
- Partnering The New Face of Leadership
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Partnering: The New Face of Leadership
Manufacturer: American Management Association
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Binding: Hardcover
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ASIN: 0814407579 |
Book Description
The future of business growth is in the partnerships that companies and their executives form. Partnering explains how critical it is for business leaders to "partner" effectively, and features original contributions from more than 30 thought leaders, including such luminaries as Ken Blanchard, Jim Kouzes and Brian Tracy. Topics cover:
* Ken Blanchard on situational leadership * Beverly Kaye on building, living, and leaving a legacy for the organization * Kevin Cashman's Five Touchstones of Authentic Partnering Leadership * Robert Kaplan on the Balanced Scorecard for leadership * R. Roosevelt Thomas on fostering trust and resonance through diversity * Jim Kouzes on building cultures of collaboration * Brian Tracy on the importance and power of focus * Jon Katzenbach on where team performance fits in the balanced leadership approach
Customer Reviews:
a MUST read for any business professional.......2003-05-11
Great book! Partnering is the way to do business now and in the future. The book is a fine collection of tools and strategies in leadership and management. It's educational, inspiring and engaging at the same time. A must read for anybody who manages fast pace, competitive businesses
What the future of leadership should be........2003-02-25
This is a book for people who are concerned for building a better future. As someone who has spent a great deal of time studying leadership, I find the focus on doing it better that is found in this book to be quite refreshing. Here we move beyond evolutionary changes to ideas that are quite revolutionary. This is not a book about maintaining the status quo power structures. This is a book about creating new leadership styles where partnership with knowledgeable workers will be needed to ensure organizational success.
The command and control style of leadership is coming to an end. For a leader to succeed in the future they will have to rely on their ability to pull together the talents of many individuals. This will be a leader who respects others, who helps coach and develop real talent, who shares success, and who continuously reinvents her/himself. The book gives us hope for a future where we can be productive without sacrificing our humanity.
The books 30 essays by 42 thought leaders are works derived from a passion for helping others. The inspiration for this book comes from an awareness for new leadership made more apparent by the events of 9/11. All of the royalties from this book will go to help the victims of that tragic day.
Partnering The New Face of Leadership.......2003-01-07
This book is great "airplane" reading. Each chapter is self contained --- usually about 10 to 15 pages, and written by world renowned experts in their field. Partnering is the common theme, but the authors cover a lot of territory.
This book is timely and relevant to today's environmnet. I especially like the idea that all the authors (as if these people need the money) are donating the royalities from sales to the victims of September 11, 2001.
Average customer rating:
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Project Partnering for the Design and Construction Industry
Ralph J. Stephenson
Manufacturer: Wiley-Interscience
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ASIN: 0471107166 |
Book Description
It is no secret that problems in the construction industry can quickly escalate into full-fledged conflicts; adversarial positions taken by the various parties involved in a project routinely lead to disrupted schedules and costly litigation. It doesn't have to be that way.
Project Partnering for the Design and Construction Industry provides powerful tools for improving working relationships among contractors, designers, clients, and suppliers. Speaking directly to the construction professional, author Ralph J. Stephenson demonstrates numerous ways to avoid conflict and ensure successful, on-time project deliveries by promoting teamwork, establishing noncontract ground rules for ethical and responsible behavior, and employing a variety of conflict-resolution techniques.
This thoroughly practical handbook describes all the steps, procedures, and guidelines you need to make project partnering work for you. You'll discover how to identify possible sources of conflict before the work begins and learn to plan and write a project partnering charter. You'll develop the ability to identify commonly encountered problem-types and avoid miscommunications and disputes that may arise from incompatible personalities and management styles.
Using real-world case studies, examples, and his own personal observations, the author examines construction projects of all sizes and types, from inception and design through completion and beyond. He offers a historical overview of the construction industry, comments on its nature as a business, analyzes its various components, and offers helpful tips on management methods for specific projects and organizational structures.
This comprehensive and enthusiastic book demonstrates how effective project partnering fosters competent, high-quality work throughout the entire life cycle of a project. It also enables construction professionals to make each project more profitable and less stressful, while finding renewed job satisfaction in a revitalized working environment
How to manage construction projects on time, within budget—and without major conflicts . . .
To many contractors, architects, design engineers, and suppliers, a conflict-free construction project may seem like an impossible dream. Not so. Project Partnering for the Design and Construction Industry provides step-by-step instructions on how to conduct a high-quality, on-time, profitable construction project, while avoiding strife, adversarial behavior, or debilitating legal action.
Written in plain English and spiced with humor, this enormously useful guide:
- Examines all practical methods and procedures needed to create successful partnering systems for a wide range of projects
- Shows how project partnering dispute resolution techniques can defuse problems and disagreements quickly and inexpensively before they get out of hand
- Describes a variety of preventative measures to help contain liability and reduce time spent on nonconstruction activities
- Helps establish productive relationships among all participants in a construction project, including designers, contractors, clients, and suppliers
- Provides numerous case studies where project partnering has been applied successfully, as well as real-world examples, charts, illustrations, and actual partnering charters
- Offers alternative dispute resolution techniques for situations where project partnering is inappropriate
- Discusses background, history, and the general organizational structure of the construction industry
For contractors, engineers, architects, subcontractors, suppliers and owners, and anyone involved in the decision-making process on construction projects, this book provides the key to undertaking projects with confidence and building a solid reputation in the marketplace.
Books:
- Power Mentoring: How Successful Mentors and Proteges Get the Most Out of Their Relationships
- Represent Yourself In Court: How to Prepare & Try a Winning Case (Represent Yourself in Court)
- Rich Dad, Poor Dad: What the Rich Teach Their Kids About Money--That the Poor and Middle Class Do Not!
- Secrets of Six-Figure Women: Surprising Strategies to Up Your Earnings and Change Your Life
- Secrets of the Millionaire Mind: Mastering the Inner Game of Wealth
- Serious Play: How the World's Best Companies Simulate to Innovate
- Shy Bladder Syndrome: Your Step-By-Step Guide to Overcoming Paruresis
- Singled Out: How Singles are Stereotyped, Stigmatized, and Ignored, and Still Live Happily Ever After
- Successful Woman's Guide to Working Smart: 10 Strengths that Matter Most
- Technical Communication
Books Index
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