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Pitching and Closing: Everything You Need to Know About Business Development, Partnerships, and Making Deals that Matter by Ellen DaSilva, Alexander Taub

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CHAPTER 13

THREE TYPES OF PARTNERSHIPS

PARTNERSHIPS ALMOST always begin when one company is looking to gain from another company something that it cannot or will not build or achieve by itself. There are always at least two parties involved, but occasionally more parties are affected. One company is often spearheading the partnership, and this is usually the partner that feels it has more to gain from the pairing. Ordinarily, the company that is taking charge of initiating the partnership has a list of companies that it would like to pair with, and is seeking a partnership to accomplish a set of goals. If the desired companies are unable to partner or to accomplish these goals, the original company has the options of trying to engineer a solution ...

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