Prospect-to-Partner

A run starts when the company wants to reach a market, a customer set or a capability it cannot reach alone. The processes here work out what kind of partner would close that gap, find the candidates, qualify them on what they can actually deliver rather than what they claim, negotiate the agreement that governs the relationship, and sign it. A signed agreement is where this run ends and where several others begin. The strategic arrangements that change what the company itself can offer are a different stream, because what comes out of those is a product rather than a route to one.