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Getting partnering right : how market leaders are creating long-term competitive advantage

Author: Neil Rackham; Lawrence G Friedman; Richard Ruff
Publisher: New York : McGraw-Hill, ©1996.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"In this book, Rackham, Friedman, and Ruff clear through the thicket of buzzwords and general concepts, and describe what real companies are doing to build long-term competitive advantage through partnering relationships. A practical, "how-to" book for suppliers, it details the best practices of dozens of market-leading partnering organizations. Based on a two-year research study at over a hundred successful  Read more...
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Neil Rackham; Lawrence G Friedman; Richard Ruff
ISBN: 0070517827 9780070517820
OCLC Number: 33079943
Notes: Includes index.
Description: viii, 237 pages : illustrations ; 24 cm
Contents: The partnering revolution --
The ingredients of successful partnerships --
Impact : the bottom line --
Intimacy : beyond transactional relationships --
Vision : the guidance system for partnering --
Choosing your partners --
Partnering with other suppliers --
Putting it all together.
Responsibility: Neil Rackham, Lawrence Friedman, and Richard Ruff.
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Abstract:

Written by the author of "Spin Selling", this work explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships, and redefines how to form  Read more...

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