In the B2B environment, when I announced, “We have made a strategic decision to implement a new ERP and cracked a great deal with the implementation partner.”
In parallel, there is likely to be another announcement on the vendor side, “We have secured a major project and sold $2Million of licenses and implementation services.”
When I am pushing for a great deal, my counterpart is likely to be securing a profitable sale. During the push and pull, it is likely that no party will win.
How about when we think of this relationship as a true partnership? What would change if we think and operate as true partners?
