This document discusses how businesses can grow through partnerships. It argues that collaboration, not just competition, is important. Partnerships allow businesses to make the most of their combined resources and skills more efficiently than going it alone. The document outlines different types of partnerships on a continuum from suppliers to mergers. It suggests that businesses should understand potential partners' goals, capabilities, and interests to identify opportunities for mutually beneficial collaboration.

1. How to grow your
business through
partnerships
The Network
Advantage
Manoj Chawla
Manoj@jumpstart.design

2. Business is not just
about competition but
equally important
collaboration

3. • Type of people
you recruit
• Roles and orgn
structure
• Rules and
Governance
• Partnerships
• Cost & Risk Model
• In-house/outsource
• Product Design
• Problem you
are solving
• Benefits,
Advantages,
Features
• Go to market,
customer
journey,
marketing and
sales strategy
Persuasion
Design
Product
Design
Culture
Design
Business
Design

4. Why Partner/Work together ?
• As a species we have achieved
what be have by working
together.
• We don’t have infinite resources
or capabilities
• Partnering and Collaborating lets
us make best use of our
resources and skills.
• More efficient than going it
alone
• Increases our capabilities and
makes the pie bigger

5. •The Age of Business Ecosystems
• “The Whole Offer”
• “If I want my customer to take maximum
advantage of the potential of my products
and services, what other capabilities
besides those I am directly supplying will
be needed by my customer ?”
• The Business Challenge
• “It is the identification of capabilities and
relationships and choices on how and when
to establish them are central to strategy
making in the new economy”
The Death of Competition. Leadership & Strategy in the Age of Business Ecosystems by James F. Moore

6. Customers
/Clients
New
Existing/Current
Products/Services
New Channels &
Partnerships
New Business
Existing
Product
extension/partner
Products &
Services
Existing/Current New

7. Networking is the starting
point
Understand:
• Goals, Capabilities,
Resources, Interests
and Opportunities
to work together.
• Build Trust,
Confidence &
mutual Respect
• Create Shared Goals
and Plans
• Potential Conflicts

8. What stops us working together ?
• Competition
• Fear
• Ego
• Unclear about the value
the other players may
bring
• Conflicting Priorities
• Not a good match
• Lack of Partnering Skills

9. Heart of Strategy & Business Design
Types of Partnership/Collaboration
Continuum of Possibilities
from supplier to merger
• Supplier
• Strategic Supplier
• Channel Partner
• Investor
• Co-Design/Co-Development –
Joint Product Development
• Joint Venture/New Startup
• Merger/Acquisition

10. Co-optetion model
A player is a complementor if our customers’ value our product more
when they have the other player’s product than when they have
our product alone
So who do I partner with ?
Customers
Complementors
Suppliers
Competitors Company