CPA (Holdings) Ltd - Real World Partnering Services

Committed to the development of people and organizations

Real World partnering

Fully integrated strategic partnerships between organizations seeking to leverage each others strengths are a relatively recent phenomenon. Frequently the development of partnerships is driven by the recognition of unique emergent market opportunities by a small number of key individuals in the respective organizations. Whilst this approach undoubtedly delivers revenue benefit in the short term it does little to maximise the benefits, over time, for each partner organization. Nor does it support a quality-driven approach to product and service delivery.

To ensure successful long term partnering , clear, easily applied processes must be established which are flexible enough to support both important early successes, on which the future of the partnership will be judged, as well as the on-going development of the partnership in maturing markets.

These processes will inevitably cross the traditional boundaries of each of the participating organizations and act as the catalyst for the development of the partnering relationship itself. It is of paramount importance that this development provides, to all parties, a joint offering that is seamless and highly differentiated. In particular the identification of blockages to the sharing of information and knowledge is crucial in developing a solid foundation for joint branding as well as a professional and highly efficient quality-driven delivery.

To maximise the potential for success there is a need for a shared and detailed understanding of each organization's strengths, their ways of working, cultures, needs and requirements.

The Real World Partnering & Alliances Programme addresses each and all of these areas in a significant manner; whilst having major consequences for both personal and organizational development. It has meaning because it has resonance with the personal styles of the individuals charged with making the partnership successful; and it has relevance to the immediate commercial and business needs of the organizations concerned.

Organizational Benefits

Through the Real World Partnering & Alliances Programme, each organization will be able to:

Define strategy and tactics for the market introduction of the joint brand;

Identify the core elements of a process to ensure short term success – Quick Start Partnering ;

Construct a blueprint for the development of the process to support long term success - Real World Partnering ^;

Establish organizational alignment between themselves and the other co-operating organizations;

Identify and resolve internal systemic blockages to the effectiveness of the partnership;

Establish mechanisms for the resolution of conflict with respect to internal alignment and channel conflict;

Decrease the time period taken for the identification and assimilation of new partner organizations;

Be able to communicate the benefits of the partnership to all staff in all co-operating organizations in the form of a Partner Value Proposition;

Establish clear accountability and scope of responsibilities;

Gain commitment to a best practice management model which supports the respective philosophies and cultures.

Individual Benefits

As a result of the Real World Partnering & Alliances Programme, participants can:

Understand their own blockages to their personal success;

Have a clear understanding of how to reduce their personal blockages;

Achieve an improved understanding of their own and other’s behaviour and its impact on the business;

Understand how to develop and maintain enduring relationships with their peers within their own organization;

Understand how to develop and maintain enduring relationships with their peers in their partner’s organization;

Deal effectively with conflict and difficult people;

Understand how to build effective teams;

Work more effectively as a virtual team member;

Work effectively with teams that may seem to have differing needs;

Understand how to develop a supportive working environment;

Increase their contribution to profitability through an improved understanding of their individual roles and responsibilities.

Target Audience

Everyone working within an organization who is involved with Sales can benefit from the Interpersonal Dynamics of the Sales Environment Programme. Common team roles, that have benefited from this programme includes:

All management staff including:

Project Managers.
Sales Managers.
Customer Services Professionals.
Professional Services Managers.

Professional Services Consultants.
Sales Professionals.
Technical Pre-Sales Consultants.

Learning Approach And Content

The Real World Partnering & Alliances Programme is designed around the specific needs, and ways of working of the partnering organizations. This approach is to ensure that the workshop models key aspects of the partnership. In particular the representatives from each of the collaborating organizations are brought together for a reflective and challenging meeting perhaps for the first time. As a result a trust develops between the representatives of the two organizations which transcends the individual organizational differences philosophy, culture and style.

The programme is a flexible format depending on the nature and quality of the existing relationship. A generic structure may be as follows: a) Strategy and Alignment, b) Quick Start, c) Process Review and d) Real World. Each of these phases would be run as an initial two and a half day session followed by a series of two-day follow-up workshops with differing focuses as the partnership develops with each workshop catering for eight to ten people at a time. Theoretical models are presented together with opportunities for experiential exercises to practice new skills and new ways of interacting. This provides participants with the opportunity to relate the new learning to their individual situations at work. Reference materials and visual aids help participants apply the learning both on the job and in the workshop.