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Clarity about goals, capabilities and roles are vital if a company is to achieve the cultural fit that is essential to winning the trust of partners. And it is only by winning this trust can you get the commitment of senior managers on both sides and the resources to create results.
Alliances won’t work unless the communication process has been thought through carefully and once an alliance has got off the ground, communication remains essential. Big alliance partners will expect and need information immediately. Many suppliers simply fail to deliver this. Also, in international partnerships expectations run high and unfulfilled expectations often lead to distrust, suspicion and overkill in negotiations.