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How to Partner (Successfully!) With Your Partners

In the commercial training arena for life sciences (pharma, biotech, diagnostics, medical devices), we do a lot of outsourcing to vendor-partner companies.

I worked for one of those partner companies for 10 years, and, for the last 9 years, have served as an intermediary between life sciences training professionals and outsource vendors.

I’ve seen good. I’ve seen bad. And I’ve seen ugly.

So, how can you partner more successfully with your vendor/partners?

Let me give you three top perspectives, and then offer you a Top 10 download list:

1. Always bear in mind that vendors can be a GREAT resource. Your vendor-partners typically have unique expertise in an area you need help with – managed markets, instructional design, curriculum development, technology, meeting logistics, and a whole host of other disciplines. But beyond this, the people you get to know on the vendor side have networks and contacts that can be of immense value. As you develop vendor partnerships, don’t forget to sit down over coffee or lunch periodically and just TALK. Your next job role, or a crucial new resource, or some vital bit of industry insight, may come from getting beyond current client/vendor titles and just enjoying some human networking. Further reading: Networking is Gold-Mining.

2. Your current role is only temporary. There is no job security – only network security. Therefore, you should not only network pro-actively with your peers inside your company (and in other life sciences companies), you need to remember that your vendor-partners most likely have a breadth of contacts across the industry. You not only open doors for them; they can open doors for you. When you realize that you should continually be transition-ready, vendors are not bothersome entities – they are valued friends. Further reading: Career-transition Ready is the New Black.

3. Working with vendors with a win-lose, scarcity, competitive attitude is a losing game. You’re not there to “beat” your vendors, winning some game such that they lose. That’s incredibly short-sighted and counter-productive. Burning bridges by being a jackass is going to come back to bite you. Your most successful projects will involve working collaboratively with your partners so that everyone looks great at the end.

Want to learn more? Here’s a white paper, assembled with the input of people on both the client and vendor side, giving the top ten ways (from each perspective!) to work together: Client-Vendor Success White Paper

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Impactiviti provides vendor-client “matchmaking” services in the life sciences training area, built on a unique trusted referral network model. We consult and provide vendor advice at no charge for life science companies. Contact Steve Woodruff at asksteve@impactiviti.com

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