The authors spent seven years interviewing staff and executives from more than 200 businesses including Cisco, Citigroup, Google, GlaxoSmithKline, IBM, Microsoft and Nokia and Pfizer to come up with a ‘collaboration framework’.
This addresses three major aspects of setting up work: What you want; how to choose and work with partners; and how to form agreements with those partners that will lead to the best results. They suggest 10 requirements to create profitable collaboration. These include that partners should be able and motivated and have no conflicts of interest.
The executive in charge is forced by the framework to ask if the set-up meets the three key requirements and whether it meets your partners’ requirements as well. This is a practical way to develop a collaboration strategy which motivates your preferred partners to do what you want on favourable terms.
It proposes an analytical, structured process to help the company excel while also getting the help it needs