“PROFITING FROM THE BUSINESS THAT YOU DID NOT GET;

FORMING AND USING STRATEGIC ALLIANCES:

MULTIPLY THYSELF; BUILD POSITIVE RELATIONSHIPS”

By

HENRY H. GOLDMAN, Ph.D.

EXECUTIVE MANAGING PARTNER

RISK MANAGEMENT ASSOCIATES, INTERNATIONAL, LLP

www.riskmanagementintl.com

hgoldman@riskmanagementintl.com

“Find the proper variable for the right job.”

“Success, in any venture, is the intelligent application of failure.”

-- Max Anderson

Consider the following scenario:
Your office phone rings and a client asks you for a service that you do not offer.  How should you reply?Should you . . .

• Say, “We don’t do that” and hang up?
• Say, “I have someone with whom I work that is an expert on that topic.”

Clearly, the latter is the better response. 

• What is a “Strategic Alliance” and how do you use it?

• Knowing your colleagues’ capabilities.

• Creating a mutually satisfactory arrangement.

• Fee splitting

• Win-win situation, both for client and the other consultant(s)

• Greatly expands the single practitioner’s “bag-of-tricks”

• Permits better visibility by clients

• Is easily arranged

• Original consultant remains in control

• May salvage a client relationship by “offering” more services

• Permits greater flexibility

• Using “Memos of Understanding”