© Tesseract Management Systems / Big Picture Support / 2006 - 1 PARTNERSHIP OBJECTIVE DEVELOPMENT...

© Tesseract Management Systems / Big Picture Support / 2006 - 1

PARTNERSHIP OBJECTIVE DEVELOPMENT

The next set of slides can be used to help a two partner teams develop a shared set of objectives. They are followed by similar slides which look at aligning objectives between three partner groups. Both sets of slides are preceded by a SWOT slide which can be used to help identify issues that need to be addressed, and thereby influence objectives.

Please do not attempt to use these slides as part of a presentation until you have read and fully understood the relevant sections of the website, and the appropriate case studies, you know how the slides work, and you are clear on the points you wish to draw out with them.


SWOT Syndicates

In your syndicate (organisation) groups:

Look through the SWOT forms that you have individually prepared for this workshop

Discuss and agree the main points as perceived by your organisation under each section: S,W,O & T.

Summarise these points onto the post-it notes that you have been given (different colours for each org.) using one post-it note for each point

Stick your post-it notes into the relevant sections on the large chart

Be prepared to present your conclusions to the rest of the group. You have thirty minutes for the syndicate and five to present back

OWST


PARTNER OBJECTIVESSyndicate

In your partnership groups:

Think through what your organisation needs out of the partnership to be successful, and write each agreed idea clearly and succinctly on the post-it notes provided – one idea per post-it, use a flipchart pen

Use the SWOT analysis to feed your thinking where appropriate. Also consider your expectations with respect to:

Offerings; Marketing; Sales; Implementation; Service and Support

You have 30 minutes to develop your post-its


OBJECTIVES

Imposed objectives (practically non-negotiable):

Expected objective areas (strawman for discussion)'Partner 2''Partner 1' Utilisation Revenue Market reputation …

# big (trophy) wins Predictability Board relationship …

'Partner 2''Partner 1' ? ?


PRESENTING OBJECTIVES

P1 Objectives for Partnership

Lo Value to 'Partner 2' Hi

Lo

Val

ue

to 'P

artn

er 1

'H

i



No-mans land

RECONCILING OBJECTIVES: Two rules



Lo

Val

ue

to 'P

artn

er 1

'H

i


Shared Objectives for Partnership

You can only move things up and

down your axis

You can only change or delete things solely

within your quadrant or in ‘no-mans land’

Thresholds of adoption


No-mans land

RECONCILING OBJECTIVES: Two rules Illustration – P2 moves horizontally only



Lo

Val

ue

to 'P

artn

er 1

'H

i




down your axis



X

X

X

X


No-mans land

RECONCILING OBJECTIVES: Two rules Illustration – P2 change lower post-its



Lo

Val

ue

to 'P

artn

er 1

'H

i




down your axis



X

XX


No-mans land

RECONCILING OBJECTIVES: What the final positions mean



Lo

Val

ue

to 'P

artn

er 1

'H

i



Objectives of shared value to P1/P2 which it will pursue

as a team: Joint revenue; relationship enhancing; building for the future;

market credibility…

Objectives that are not seen as important enough for either

partner to include in the relationship

Objectives that make the benefits of the partnership more valuable to P2, but

that it can/will pursue alone to its own advantage

Objectives that make the benefits of the partnership more valuable to P1, but

that it can/will pursue alone to its own advantage


THE AFFINITY DIAGRAMDefining the Objectives

In silence:

Move one post-it note at a time to create clumps of similar ideas or concepts (objectives that may be usefully considered together in one larger objective)

You can move any post-it note, but if it is playing yo-yo, try to understand what the other person is trying to achieve, or identify another option

Don’t be held to the patterns and groups you first see, but allow them to evolve

Develop and split the groups so that they can be summarised as an objective (eg: “Ensure customer satisfaction”) rather than as categories

No talking, physical violence, or using height advantage


SWOT Syndicates

In your syndicate (organisation) groups:

Look through the SWOT forms that you have individually prepared for this workshop

Discuss and agree the main points as perceived by your organisation under each section: S,W,O & T.

Summarise these points onto the post-it notes that you have been given (different colours for each org.) using one post-it note for each point

Stick your post-it notes into the relevant sections on the large chart

Be prepared to present your conclusions to the rest of the group. You have thirty minutes for the syndicate and five to present back

OWST


PARTNER PRESENTATIONS

Each partner presents what they believe should be

the objectives for the partnership/alliance

Please do not engage in debate at this point, but simply listen and make note of any issues

You will have the opportunity to discuss these issues in the next activity


RECONCILING OBJECTIVES

You can only pull or push

things across the boundaries

of your circle

'Partner 3'

'Partner 2''Partner 1'

You can only change or delete things solely within your circle or outside all circles

XX





of your circle

'Partner 3'



X

X

X

X





of your circle

'Partner 3'





'Partner 3'


Do these shared objectives imply

any dependencies or responsibilities

on the part ofany of the partners?



'Partner 3'


Does the SWOT analysis imply any others?

OWST

© Tesseract Management Systems / Big Picture Support / 2006 - 1 PARTNERSHIP OBJECTIVE DEVELOPMENT...

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