Welcome to Management Networking System Associates

Home | Account Login

Tools

Sales & Account Management

Channel Management

Partner Management

Partner Management

This valuable tool box of over 40 useful tools covers the 5 major process areas:

Selection & Recruitment
Engagement & Development
Commitment: on-going Management of the relationship and the business
Evaluation & Assessment, Audit and Value analysis
Change & Termination This extraordinary tool box provides a selection of tools that can be used and reused repeatedly while providing companies with clear analyses of opportunities and threats internally and in the market place while defining appropriate actions in each case.

Topic / Area	Tools Included
Selection & Recruitment Process Area	Partner Selection & Recruitment Process (PSP^®) Identification, screening and recruiting Examples of tools, templates, and instructions on how to make your own: Perfect Partner Profile (PPP^®) Introductory recruitment letters: 1^st and 2^nd Partner information questionnaires (PIQ^®): long and short forms Partner Selection Scorecard (PSS^®): short form for VARs, long form for country distributor Tips for finding information Site location checklist Interviewing questions checklist Partner Investment Plan (PIP^®) template Vendor selection form: short form & competitive analysis template
Best Practices	Best Partnering Practices 13 best partnering practices identified and explained Self-assessment scorecard Competitive analysis template Best Practices development template
Engagement Process Area	Sales Policy / Roles and Responsibilities / Operational Guidelines Workbook Operational Guidelines (how you and your business partners work together): explanation, example and topic headings Instructions and templates to make your own How to put it into practice 3 agreement letters to formalize / contract the Policy Compensation Activity based compensation (hard and soft) and value assessment templates
Planning	Territory Planning for multiple partners Individual planning Account management Guidelines, methodology, forms, templates and instruction
Agreement(s), positions & the contracting process	Contracting & Gaining Agreement with Business Partners What to include, who is responsible for what Frequently asked questions Legal basis for the distribution contract Outline of the contract / template Explanation of articles, suggested and alternatives Complete legal agreement / contract example Applicable Legislation: EU laws, US legislation
Commitment / Development Process Area: On-going management of the partnership	Partner Plan information templates Roles & Responsibilities definitions & allocation templates Meeting organization templates Communications plan Relationship state and stage mapping Power-base Model Why Business Partnerships Succeed or Fail - and how you can make your last 16 self-tests 4 key ways to improve your relationship Tips & techniques
Conflict Management	Awareness, prevention, management, resolution analysis Checklists, templates, criteria
Evaluation & Assessment Process Area	Channel Evaluation Cost allocations template and instructions Partner Evaluation Process (PEP^®) workbook Evaluation process, explanation, forms, templates, and instructions: formal and informal communications process; reporting (monthly, quarterly); forecasting; participation; meetings Health checks list (financial, risks, operational) Individual partner evaluation Partnership evaluation, value curve Innovation rating Channel and Partner Financial Audit templates: what and how to audit the costs of the channel and the partner
Business Partner Account Manager: the Job	Business Partner Account Manager Job Profile Skill requirements Skill assessment checklist Job description Skill assessment Gap analysis
Value Propositions	Business Partner Value Analysis / Coverage & Building Your Value Propositions BP value analysis: Territory coverage mapping by BP type: template form and instructions / explanation Customer buying process coverage mapping by BP type: Template form and instructions / explanation Channel Tasks coverage and performed mapping by BP type: template, form and instructions / explanation Business activities coverage performed mapping by BP type: Template and instructions / explanation Coverage by user functionality mapping: template form and instructions / explanation Gap analysis Value proposition identification and creation How to identify the values + templates (standard, differentiators, unique) How to build the corporate value proposition + templates How to build specific value propositions by offering / service for each type of BP and end-user (standard, differentiators, unique), DMU analysis Competitive analysis template form Value Bond Building a partnership guidelines & template
Vendor Selection, Engagement, Management & Evaluation	Vendor assessment checklist templates

For additional information and customized tools, please contact us.

INSIDE MNSA

Coaching and Development Programs

Recent Projects

Tools / Business Intelligence

Events

Powered by Adrecom portal solution