Trusted Partners
Following the example of legendary partnerships, how can one rely on mutual trust to establish a lasting alliance between organizations?
Author(s): Jordan D. Lewis
Publisher: The Free Press
Date of publication: 2000
Manageris opinion
This fundamental point-of-reference book carries us to the heart of legendary partnerships between business organizations. You will discover how Hewlett-Packard dominated the laser printer market thanks to an alliance with Canon, which manufactured the motors; how ABB and Ford jointly designed Ford’s new paint factory; the partnership between Procter & Gamble and Wal-Mart; the relationship between Kodak and IBM to manage the former’s data processing operations; the global alliance between shipping giants Maersk and Sealand; etc.
This book reveals the critical importance of trust to make these high-stakes relationships work, and exhaustively describes the conditions for building trust and the practices that cultivate it. It also presents a number of concrete illustrative case studies and operational advice.
This book is a must-read for anyone involved in a serious relationship with another organization on behalf of a business. Its great strength lies in the author’s deep knowledge of the subject matter, an understanding built over the many years he advised companies on how to build lasting alliances.
