We continually write and publish on the hot issues in our work with our clients. These include workbooks, handbooks and monographs.  Available for sale, a few examples are:

Workbooks

Channel Readiness Implementation Checklist

Are You “Channel Ready”? Find out! Simple, step-by-step roadmap, time-saving channel readiness implementation checklist, responsibilities assessment and task assignment, including the sequential processes that a company should engage in working with channels and partners. 

Partner Roles & Responsibilities & Your Value Proposition

Partner Roles & Responsibilities & Your Value Proposition: Identify partner types, roles and coverage in the customer buying process and competitive analysis.  Find and cover the gaps.  Identify and build winning value propositions for each business partner type. 

Business Partner Account Manager: Selection & Development

Do You Have The Right Business Partner Account Manager? Learn and apply the duties, tasks, and roles of the BPAM, complete job profiles, job descriptions and skill assessment workbook for business partner account managers and those responsible for them.  Easy and immediately applicable.

Partner Search, Evaluation & Selection Process

Choosing the Perfect Partner – a winning professional selection process to identify, screen and recruit the best partners, reduce costs and disputes, increase your profit.  An essential, complete process with checklists, forms, letters, from identification to recruitment – designed for you to create your own process. Time saving, developed from years of practical experience.

Agreements and Contracting

Practical Steps to Agreements & Contracting with Business Partners: Contract essentials made easy, a step-by-step, how-to approach.  Avoid: lawsuits, excessive legal fees and discussions.  Based on years of experience, this book is a primer for successful partnership contracting providing clear and practical explanations on how, what, when, why and what to avoid; contract examples, distribution laws and explanations. 

Sales Policy Development (who is doing what, how it works)

BP Sales Policy: Build credibility and trust.  Define clear roles and responsibilities for all.  Provide stability and guidelines. Reduce lengthy contracts and discussions.  Make it easy to agree.  A must for partnering.  Learn how to define and clarify who does what in the partnership, reinforce the relationship.  Establish roles and responsibilities in a simple and practical way. 

Channel, Partner, and Partnership Assessment & Evaluation

Recognize the Issues Before They Become Problems - Partner & Partnership Evaluation: Keep the good partners, eliminate the bad.  Easy-to-build formal, standard evaluation and assessment process and procedures. A complete analysis and evaluation process of your partners; step-by-step approach, lists, tools, metrics.  

How Your Business Partners Choose and Evaluate You

How They Measure You - Vendor Partner Evaluation. Know what you need to do to be a N°1 supplier.  Discover why they choose you - or eliminate you.  Learn how business partners select and evaluate vendors.

A Businessman’s Guide to Licensing

Increase Your Licensing Revenue 11x: Generate additional revenue by licensing your technology, your processes, your trade name and much more. How to license: step-by-step, documents, explanations, examples. Built from many years of experience. This book will help you formulate more and better license agreements and gain more revenue by showing you what you can license and how you can do it for each “product” you have to license. 

Under development:

Relationship Management

Conflict Management

Order your copy today!