Partnership Planning Overview
Today’s business environment requires that power
transmission/motion control (PT/MC) distributors and manufacturers work
together closely to benefit their individual companies and their
customers.
As part of ongoing business planning, a mutual audit of key channel
partners’ capabilities and performance provides the opportunity
to:
-
Identify and address relationship tensions.
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Improve the effectiveness of distributor-manufacturer
discussions.
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Evaluate performance in key business practice areas.
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Create mutually-beneficial expectations.
Because this type of assessment is time consuming, it realistically
can only be done with a few key channel partners at the same time.
Recommended steps to implement an effective partnership planning process
include:
-
Select a partner from key distributors or manufacturers and ask
that company to participate in a mutual evaluation.
-
Establish a team of individuals from each company with
responsibilities in key functional areas, including executive
management, marketing management, sales, customer service, warehouse
operations and accounting. Designate two individuals as key team
members.
-
Hold an internal team meeting to discuss the process and
objectives.
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Rate the partner company on performance in key areas of
responsibility for each department.
-
Compile survey responses and rate performance for each functional
area.
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Select three key performance improvement actions to address.
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Meet with the partner’s key team members to exchange summary
recommendations and develop a mutual performance action plan that
defines accountability, due dates and performance measures.
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Implement key performance improvement actions internally as
directed by the action plan.
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Review performance improvements and provide feedback to the partner
on areas that require additional action.
MORE
Sample distributor assessment forms 
Sample manufacturer assessment forms
Sample mutual action plan
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