4 Dysfunctions
of Partnerships
1. Scarcity Mindset
Partnership for the wrong reasons, internal resistance and
sacred cows, "heroic salesperson worship", no reciprocity,
accepting status quo in business models.
Did not do the hard work, not aggressive or deliberate
in advancing the partner model in relationships,
product, brand, go to market or co selling.
2. Lack Commitment
3. Not Deliberate Enough
They say they want it, but don't align, make required
investments, embrace it at the top or buy into the
partner model.
4. Trust – the Oxygen
Not trusting the other side, not willing to share
opportunities. Not trusting the team, the partnership
or the process.
