ARTICLE 1: Creating Alliances and Partnerships That Count!

by Melvin Murphy

So what should you do to build new alliances? Do you find this a chore and time consuming to do? These days, in our efforts to be successful, land new clients or just to increase our social capital, joining industry associations is the best kept secret that will place you in front of top decision-makers.

There is no doubt, in today's competitive business climate, having "access" to individuals and being seen is an invaluable benefit, perhaps necessary to edge out your competition and increase revenue. But if you have an "I'm too busy" attitude defeat is knocking on your front door.

Many people use alliances, partnerships, and associations only when they need something from someone. When the pressure is on they start calling around to see who knows whom and are willing to make a shallow introduction to help solve their problem. That might work, but it will be short lived. Joining associations to create alliances and partnerships before they are needed is key. Since relationship-management is still the key to success I designed and offer this method to create lasting partnerships. It is called the NAAP Approach.

THE NAAP APPROACH

1. Join and attend an organization that meets regularly.

There must be consistency in attending your organizational meetings. Just showing up is half of the battle.

2. Network with everyone.

Don't just build a relationship with the president of the organization. The strength of the organization is in its membership. Don't discount someone as unimportant. Build your rolodex of contacts and expertise with everyone. Identify professionals that have partnership potential.

3. Action-Alliance is key.

Relationship building takes place at this stage. It is important to keep in touch and practice your due diligence ie. Making the telephone calls, sending an email or having lunch. This process can take minutes or several years to establish.

4. Partnerships Potential.

After completing stages one through three, a shared purpose for partnering can be determined. At this point, there should be a solid foundation for working together. Design a plan and work that plan together. It's just that simple. Try it for yourself!