Creating World Class Partnerships

A Step-by-Step Model that Produces Extraordinary Results

Before we discuss creating World Class Partnerships (WCP), we need to talk about

partnerships in general. Most dictionaries define partnerships as two people engaged in

the same activity or sphere of interest. We want to expand this definition: A partnership

is an agreed upon union created by two people in order to create something more than

each could create alone. Then to expand it even more, we will create the distinction

World Class Partnerships. These partnerships are distinct in the following ways:

1. There are spoken and agreed upon values and practices that are the

foundation of the WCP. Both sides know that to have this WCP be

successful, both sides must adhere to these values and practices.

2. There is a commitment (as opposed to mere desire) by both parties to

the continuing success of the partnership. Things that would cause an

ordinary partnership to end, such as disagreements or different

viewpoints, will be viewed as an opportunity for deepening a WCP.

3. Both parties expect greater results from a WCP and are willing to act

in a way that is congruent with producing extraordinary results. "Above

and Beyond the Call of Duty" is standard operating procedure for both

parties.

4. When potential problems arise, both parties adopt an attitude of

curiosity as to the other's intentions, as well as the circumstances in

question. This is unlike ordinary relationships where people assume they

know what happened and what the other person’s motivations were/are.

5. When things go awry, both sides display a willingness to admit mistakes

and re-commit to the agreed upon standards of behavior.

6. The partnership includes the element of accountability; the willingness

to be held accountable and to hold the other party accountable.

When you decide to take on having World Class Partnerships with all the people in your

work life, extraordinary results become possible. Take a look at the people you work

with every day. With whom would it serve you to create a WCP? Think about your co-

workers, direct reports, your boss, the CEO, people in other departments and clients.

Especially think about those people who you have had some difficulties with in the past,

and would find it advantageous and/or profitable to create a WCP with them.

A solid WCP gets developed over time and with a consistent commitment to having

such a partnership. However, we have a model that will help you get started on creating

a WCP and can be utilized on a regular basis to keep everything clear/clean between the

partners and keep the relationship on track. What follows is a step-by-step model. It is

important, especially as you are becoming facile with creating WCPs, that you follow

the model. The order and steps of the model are very specific. It will do you well to

follow them exactly. The use of this model has provided thousands of people with

access to the production of truly extraordinary results with both clients and co-workers.

To be successful in creating WCPs, you must commit to and expect success throughout

the process. In preparation for having any WCP conversation, including the initial

conversation where you will establish and design the partnership, it is important that you

do the following:

1. Visualize the interaction. Imagine having the conversation and a

positive outcome. We very often visualize our conversations with people

before we have them, but most of the time we visualize the worst-case

scenario. This seems to be our default mode. It is okay to imagine having

a difficult conversation or a difficult question presented to you. Just make

sure that you visualize yourself handling it brilliantly. In your mind’s eye,

see, hear and feel the nuances of the conversation. Watch the scene just

as you would watch a movie. Feel and see yourself BEING exactly who

you need to be. You will be astounded at how closely the actual

conversation may match what you saw in your mind’s eye.

2. Next, create the specific outcome(s) you will produce and then commit

to producing it/them. Your outcomes need to be measurable and stated in

the positive.

3. Write down the outcomes and take them with you to your meeting.

During the meeting, check off each outcome as it manifests itself.

Once you have done this fast and fun preparatory work, it is time to have the actual

World Class Partnership conversation. Follow the steps below fully and in the order

they are presented. The model is fairly long, but we have broken it down to make it easy

to follow.

1. Get Into Rapport

A. Talk about something you have in common that is not related to the conversation you

are about to have. You could bring up something that you know is of interest to them or

the two of you have talked about before. Match their body language and verbal style: If

they talk fast and move their hands alot, do the same. If they speak slowly and look down

while doing so, match that.

2. State Your Commitment to the Partnership

This can be something like, "I want you to know that I’m really committed to having a

powerful partnership with you. I’m excited about what this can mean for both of us and

our relationship/firm/project. I really care about how we work together and I’m looking

forward to designing a great partnership with you."

3. Clean Up All Past Upsets or Issues

(If there have been no problems in the past, skip to #4)

A. Take responsibility for any past problems created by you, or any representative from

your firm and apologize. It is very important not to make anyone else wrong during this

part of the conversation. Even if you were not the person who caused the upset, it is OK

to apologize. It will go a long way in alleviating any negative feelings the other person

has toward your firm, your staff, or you.

B. State your commitment to doing away with these types of problems and resolving any

new issue quickly and easily in the future. Let them know that you will do whatever it

takes to do so.

4. Elicit Their Commitment and Make Your Promises

A. Let them know you are assuming they are committed to a powerful partnership with

you and ask if this is correct. It would be extremely unusual for them to say no.

However, if someone does, find out what is in the way for them and why they would not

want to have such a partnership. Address their concerns and then reiterate your

commitment to the partnership. Ask them again if there is any reason not to create a

WCP. (Some of the steps may seem redundant, unimportant, or repetitive to you. But,

rest assured, there is a reason for each one and it is particularly important that you don’t

step over or bypass any part of the process. If you do you might find there is something

missing in the partnership and you will have to go back and put in a correction later).

B. Ask them what would need to happen for them to view your relationship as a WCP.

Ask if they have any requests, practices they want put in place, promises that need to be

made by you, or anything else. WRITE DOWN THEIR ANSWERS TO BOTH

QUESTIONS! It is critically important that you write down the high p ointsboth of you

say during the conversation. It will eliminate any misunderstanding, and you will need it

later.

C. State what you are promising in response to what they say. Be very clear and specific .

WRITE DOWN YOUR PROMISES!

D. Elicit any concerns they have in regard to you being able to keep the promises and

agreements you just made. Here you will discover if there are any left-over concerns that

haven’t been addressed. If there are, address each concern specifically and make

promises accordingly.

5. State Your Needs

A. Let them know what you will need from them and/or their company in order to be

able to provide them with this new partnership and service to which you are committed.

Make sure you make requests that are specific and get answers of "yes" or "no" to each

thing you request. WRITE DOWN THEIR PROMISES. Do not have this part of the

conversation without making your promises first – this is very important!

6. Complete The Conversation

A. Re-state the new promises made by each of you. This is when having taken notes will

come in very handy. Make sure you both are on exactly the same page before you move

on.

B. Point out that in your experience what makes this type of partnership successful is

accountability. Let them know that you feel it is important that you be able to hold each

other accountable for the promises you make.

C. Give them permission and ask them to hold you accountable. Then ask them if they

will do this.

D. Next, ask them if you can do the same for them and hold them accountable.

E. Make an agreement about how this will look and how it will take place. This way

both of you are comfortable and clear about what it means to hold each other

accountable.

F. Thank them for the conversation and acknowledge them for taking on this new and

powerful partnership with you. Reiterate the benefits they can count on.

G. Let them know you will put all of this in writing and send it to them within 48 hours

(or any other timeframe the two of you agree upon).

To cement the partnership, put all of the pertinent points and agreements in writing and

send to them within the time frame you agreed upon. In the email, let them know that

this is what you understand each of your promises and agreements to be. If they

remember them differently, ask them to let you know within 48 hours and you will make

changes and re-send. Ask them to reply when they are in full agreement.

There may be parts of this model that you aren’t sure how to do or exactly what to say.

Please feel free to call us for complimentary support and coaching regarding any

questions you have about this model. Also, feel free to contact us if you use the model

and run into any difficulties. Of course, when you have success with the model we

would love to hear about that as well.

If you are ready to take on creating World Class Partnerships, we recommend that you

do the following:

1. Study the model carefully.

2. Rewrite or copy and paste the model into a simpler format that you

can keep in front of you while you have the conversation. Remember to

also keep in front of you the outcomes you want to produce.

3. Ask someone you trust to allow you to practice the model with them.

Go through the model as if it were a real conversation or pick someone

who you truly want to create a WCP with and who you can also let know

what you are doing. Whichever scenario you choose, make sure you give

the person permission to give you feedback, and then get the feedback.

4. Move on to someone with whom you do not have a huge amount of

past issues to clean up. If at any time you miss a step or don’t do

something as well as you would have liked, don’t worry about it. Just go

back and put in the correction. Remember, the only person who will know

you didn’t do something "perfectly" is you.

5. Take on the next most difficult conversation, then the next, then the

next, etc.

6. Good luck and HAVE FUN!