Keep Right Blog

Assessing Partner Dependency To Maximize Channel Health

Recently I met with a colleague who was lamenting the relationship that had developed with one of his company’s key partners. The partner’s business had grown substantially over the years and now represented a dominant share of revenue. You may be thinking, “Oh, stop whining!” But, in fairness, the partnership was structured around exclusivity, restricting his company from bringing on other partnerships within the same market space. So, while the relationship with this partner remained relatively strong, he worried that his company’s dependency would put it in a vulnerable position.  Even though hindsight is 20:20, it’s hard to see the danger signs of an unbalanced partnership while sales roll merrily along each day.

To help assess how healthy your partnership is with any one leading partner, you may want to ask yourself the following questions:

If the partner was acquired, or its business was affected by market conditions outside your control, to what degree would your business suffer? Having more than one “anchor tenant” protects you if one tenant closes its doors or moves to another location.   

What percent of your resources (and time) can you afford to dedicate to any one partner, and for how long can you sustain that level? Sometimes, the resources lavished on a successful partner can detrimentally affect your ability to respond and nurture an emerging partner.  While dedicating precious resources to fewer partners almost always results in a higher quality partnership, dedicating too many of those resources to one partner can put you at risk of losing flexibility and the ability to respond nimbly to new opportunities.

How much is the partner contributing to the bottom line? While top line results are important, if the partner is costing too much to manage and keep happy, it may be time to consider alternatives. You may be better off letting go of exclusivity or rebalancing your partner portfolio.  And, be careful about betting on the promise of revenue for too long. If you haven’t seen revenue progress to match your resource investment after six months, the chance of it happening without intervention is slim.

Even if you ultimately decide that this partnership is worth its weight in gold, it’s wise to insist on a regular partner review to minimize complacency. It’s a good opportunity for both parties to look at progress against the plan and to shift strategies and resources as needed.

Do you have a healthy balance with your partners?

November 10, 2011  ·  

10 comments so far. (Post your own)

#2 | On August 01, 2016, video bokep said:

, Video Bokep Hello very nice website!! Guy ,Excellent, Blog Video Bokep Superb ..I will bookmark your site and take the feeds also? I am glad to search out a lot of useful info here in the post, Video Mesum we’d like work out more strategies on this regard, thank you for sharing Bokep Indo ,googd your blogs Keluaran Togel

#3 | On March 19, 2018, shibu said:

The input device normally made use of to adjust video duck life 4 free game is called a game controller, which differs throughout platforms.

#4 | On March 24, 2018, Neil Banker said:

Do you have a healthy balance with your partners? November 10, 2011 · chinese food near me open now Share. 1 comment so far. Add yours below. #2 | On August 01, 2016, video bokep said: , Video Bokep Hello very nice webs

#5 | On April 27, 2018, Sena Zuch said:

I understand you. This story is the most instructive. But the truth is that you have to minimize risks and not put yourself in a vulnerable position, you must initially work on conditions that are convenient to you. If you can not immediately find a partner on such terms, then you can’t stop looking for the next one. In order for the partnership to be great and healthy, we should first of all evaluate our position in the treaty well. I study in College of Business and two days ago I decided to buy a thesis from Supreme Dissertations about partnership in business. I learned a lot of information, so I understand what I’m talking about.

#6 | On April 27, 2018, Sena Zuch said:

I understand you. This story is the most instructive. But the truth is that you have to minimize risks and not put yourself in a vulnerable position, you must initially work on conditions that are convenient to you. If you can not immediately find a partner on such terms, then you can’t stop looking for the next one. In order for the partnership to be great and healthy, we should first of all evaluate our position in the treaty well. I study in College of Business and two days ago I decided to buy a thesis from Supreme Dissertations about partnership in business. I learned a lot of information, so I understand what I’m talking about.

#7 | On May 10, 2018, roblox hack said:

hey friends if you love to play roblox and want to generate more and more robux for free then must try robux generator its besy way to generate lots of robux for free

#8 | On May 30, 2018, Rodney V. Goodell said:

Bo Zou Toronto vision for is grounded in his lifelong interest in finding ways to combine science, engineering, art, and style to make purposeful human experiences that ultimately affect not just how manufacturers engage clients, but they also create their entire working environments more human-oriented.

#9 | On August 04, 2018, WesleyZebediah said:

This story is the most instructive. but the truth is that you have to reduce dangers and now not positioned yourself in a susceptible role, you have to start with work on conditions which Dissertation Writing Service Dubai might be convenient for you. You may be higher off letting cross of exclusivity or rebalancing your partner portfolio.  And, be careful approximately betting at the promise of revenue for too lengthy.

#10 | On November 06, 2018, Rose Jacob said:

Seems you are doing everything in a very systematic way. It is really very good actually. Every word of this blog is so good that I have read this blog of yours twice at one time.So it was a well chosen sentence, and I like it very much.
company registration in UAE

#11 | On November 16, 2018, taja codes said:

Thanks for sharing the information. Keep the good work going. framaroot pingpong root Root Master

Add Your Comments:

Name: (required)

Email: (required: will not be published)

Comments:

Remember my personal information

Notify me of follow-up comments?

Submit the word you see below: