Create Direct Focus on the Relationship for Successful Results .
The transition phase is the most critical juncture to establish a strong working relationship for the long-term, although establishing a framework at the beginning and continual action once the alliance is operational, increases ability to sustain success.

Deal Definition

• Form a vision for the strategic relationship
• Establish criteria from which to based partner evaluations
• Assess partner potential to meet needs during negotiations

Transition

• Critical juncture for building and sustaining the strategic relationship
• Transform vision of strategic relationship into processes, measurements and solutions
• Problem-solve issues that may emerge in the establishment of the relationship

Operational

• Monitor effectiveness
• Apply continuous improvements

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