If you are responsible for large and complex relationships, there will inevitably be times when things are not going as smoothly as you would like. Perhaps that is putting it mildly. Many people I speak to who are playing a key role in strategic alliances or supplier relationships are finding it extremely tough at the moment. For many, having a reasonable relationship would be a major improvement. When things start to go wrong it is easy to get lost in the detail. The frustration caused by lack of delivery or unexpected costs keeps people focused on fixing (or fighting) the symptoms. Sitting back and reflecting on the quality of the relationship as a whole doesn’t generally happen until it gets to breaking point. By which time bad feelings, bruised egos and a multitude of other problems have to be dealt with too. Instead of waiting until this point, what you could do is Read More