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Building Alliances Checklist
- 1. Building & Managing Alliances Madeleine Shearer Public Strategies Group maddie@psg.us 202 319 1809 Overview n Reality in today’s world n Types of alliances n An ideal to aim for n Setting up the relationship n Managing the relationship Types of alliances nBe mindful §of what you want §of what you might expect §of what you might get . . .& what you want to invest 1
- 2. Setting things up “All relationship are a function of their history” Time and effort invested early will pay off in the delivery Creating adult relationships Parent Parent Adult Adult Child Child Games People Play : the basic handbook of transactional analysis, Eric MD Berne, Ballantine Books, New York, NY, USA, 1964 What’s important nMutual respect nMutual understanding nTaking responsibility §Learning 2
- 3. Trust - currency of operation 3 elements of trust: n Competence (capability) n Reliability (doing what you say?) n Sincerity (saying what you think?) What is the price of mis-trust? Promises Request + Offer = Promise Every time you break a promise, you lose: §integrity §trust Shared responsibility Share: § Vision (big picture, context of work) § Expectations (specifics of output) § Consequences (rewards & penalties) 3
- 4. Direct, but don’t manage don’ Focus on product NOT process: set n conditions of satisfaction n standards Focus on the process for n communication Conditions of satisfaction Unstated expectations are premeditated resentments! Therefore, specify - in writing: n how much n by when n how often n what quality, etc . . . .on both sides SMART goals n Specific n Measurable n Achievable n Realistic n Timely 4
- 5. Standards n Be worthy of trust n Be courteous in all dealings n Respect employees n Focus on the customer Communication Set expectations for communication by: n subject “please provide notice of changes” n people (who to whom) n Mode § email (with addresses) § phone (with numbers), § etc Communication n Set communication strategy according to need, rather than time schedule n If asking to be informed of bad news - - be prepared to receive it! 5
- 6. Management You can’t change the other party BUT you can absolutely change the relationship So . . . § change things on your side, starting with awareness § adapt your behavior to manage the relationship Model the behavior 4 Agreements - Miguel Ruiz § Be impeccable in your word § Don’t make assumptions § Don’t take things personally § Always do your best The Four Agreements: a practical guide to personal freedom, Don Miguel Ruiz, Amber-Allen Publishing, San Rafael, CA, 1997 Learn n What went well n What would make it better § Don’t wait until the end to learn § Build learning into agreement Do mutual customer service ratings! 6
- 7. Agreement Check List Parties n Who § companies § persons § positions § responsibility? § authority? Request What n specifics § how much § what quality n measurements § milestones 7
- 8. Request When n timeline § milestones § exchanges § deliverables Request How n standards n communication § who, to whom § by when § contact details Offer For what n rewards § payments, bonuses § Resources Or what n penalties § financial, recognition/rating 8
- 9. Foresight If what n critical factors n constraints/obstacles Now what n contingencies n communication Hindsight So what n learning § what went well? § what could be done differently next time? § customer satisfaction ratings? 9