Large and small organisations, in both the public and private sector, are increasingly seeing partnerships as the way forward. There is considerable evidence that organisations need a planned approach to partnerships, and to developing internal capabilities, but many find this step a challenge.

A lack of partnering skills, together with a transactional sales process and culture, makes it hard to develop and get value from relationships. An unplanned approach can result in partners becoming disaffected and both parties wasting resources. Organisations need an approach that addresses more than simply the metrics and processes.

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