A Partnership Is Not a Purchase Order

By Ben Gomes-Casseres | Originally in HARVARD BUSINESS REVIEW |

Scott McNealy, ex-CEO of Sun Microsystems, tweeted this message last month:

“Most over used phrase in business is ‘strategic partner.’ Favorite partnership for me is a purchase order. Defined charter, beginning, end.”

That is precisely why many external partnerships fail. True collaboration is much more than a purchase order. Setting up an external partnership as if it were a PO, at best, leaves value on the table. At worst, it leads to conflict and value destruction.

Read full blog here: A Partnership Is Not a Purchase Order – Ben Gomes-Casseres – Harvard Business Review.