Lessons in IT Transformation: Technology Expert to Business Leader

Some Words Are Used Too Loosely

Have you ever noticed how certain words become in vogue and then start getting used to describe everything under the sun? These days, any guy with three servers in his garage can state that he is running a cloud computing service. One of the words that get bandied about way too loosely and too often for my taste is the word partnership. People refer to vendors that they have worked with for a month as a strategic partner. Since this chapter is devoted to discussing the need and value of partnerships, I thought I should take the time to at least provide you my definition and frame of reference for what I believe it means to develop a partnership.

Partnerships are not relationships with random people or organizations. You probably work with many vendors but only a few true partners. If I walk into the local deli and order a pound of turkey breast, the owner of the deli is not my partner. He is the guy who sells me my cold cuts. A partner is much more than someone with whom you conduct simple transactions. Partnerships are about a common vision, common objectives, and shared accountability. You will never see a partner point a finger or play the blame game stating that the issue is “not my problem.”

Partners are the people who are with you in the foxhole when things look bleakest. They have your back and you have theirs. There is no time or energy spent discussing where the boundaries of responsibility end. All the time and energy is spent locking arms ...