“IN SHORT, THE NEW model promises to increase both our market share and our profit margins in an extremely competitive time,” the senior leader of the electronics manufacturing company (Omicron) explained to me. We were debriefing from the transformation of their relationship with one of their distributors (Syne Technologies) that had been 12 months in the making. To bring the two companies to that point, I had been working together with various members of their respective leadership teams to embrace a new kind of collaborative relationship. Obviously, I was incredibly relieved that the results of the activity in their respective businesses were meeting their expectations.
But nothing could have prepared me for ...