Page 21 - engage workbook

3 relationships

Partner relationships

Characteristics

• Whatever the buyer thinks you can do, they ask you to do.

• You also get asked to help in areas outside your expertise – because they value your
thoughts, ideas and contacts even though you may not have the answer to a particular video
question or challenge.

• This is a personal, strategic relationship. They buy you. They trust you to help them.
They trust you to tell them who is the best provider of any service or product. They Explain
Learn
do not make decisions without your input. It is a peer relationship.
• You both get equal value out of the relationship. You are happy to refer other people
to your buyer, either from within or outside your organization as your relationship is
strong enough for you not to worry about any risks associated with such a referral.

Advantages Disadvantages
• Loyalty and trust. There are few or no • It can take time to build and maintain. It
missed opportunities. takes personal energy.

• You get involved early, when they are • Much of the time and energy you expend
considering decisions. is not directly paid for.

• You save time through bypassing • You may need to have knowledge and
normal purchase and proposal skills outside your technical area in order
processes. to be able to develop and maintain these
relationships.
• Having this relationship at one level
with a buyer often makes it easy to
move the relationship up the buyer’s
hierarchy.

• You get significant referrals.

• Price is less important.

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