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In This Issue


A Message from Stephen

Greetings and welcome to the May 2003 issue of the Partnering Intelligence Newsletter, a monthly newsletter for clients and friends of Partnership Continuum, Inc. (

Please feel free to forward this newsletter to anyone you think might benefit from reading it. Write to me anytime at Your feedback is important to me.

Partnership Continuum, Inc. recently helped an international service company form a partnership with one of their global suppliers. To start the process, each company formed a team of five people taken from various functional areas in their respective businesses.

The first exercise they completed was the Partnering Quotient Assessment. Each team member individually took the assessment, which we then used to develop a team profile for each company. We then brought the two teams together. By merging their team profiles, we were able to come up with a single team profile for the alliance team that they could then use to begin building their partnership.

The response was a big WOW! Not only did the assessments give each team member an insight into their individual partnering intelligence, but also the combined data helped the group avoid common mistakes teams make when first building alliances by showing their strengths and weaknesses in the Six Partnering Attributes.

In this edition of the Partnering Intelligence Newsletter we'll explore a team's Partnering Intelligence Profile and show how thinking about your team's partnering intelligence can help people work together more effectively.

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"The most useful piece of learning for the uses of life is to unlearn what is untrue."


"You must do one thing you think you cannot do."

Eleanor Roosevelt

"I am still learning."


My many thanks to Rick Sidorowicz and his for these great words of wisdom. If you haven't visited his site, it's a refreshing and insightful collection of thought-leader articles on a variety of topics today's executives must know about. Thanks Rick, for this great, free service.

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Team Partnering Quotient Profiles

John, the CEO of a well-known service company, recently asked us to help him put together a partnering team with one of his company's global suppliers. He felt the other organization operated very differently from his, but he also knew that this company was as integral part of their success in meeting world marketplace demands.

After our initial meeting, John agreed to our philosophy "businesses don't partner -- people do." He asked Partnership Continuum, Inc. to help build a team that was best positioned to achieve both his and his partner's expectations.

Before the first meeting, the 10 members of the two partnering teams went online to take a confidential Partnering Quotient Assessment. See the graph below.

Interpreting the Graph

The top and bottom lines of the graph represent the highest and lowest individual scores, showing the range for the people on the team. The red line in the center is the average score for all ten team members. The light green line is the average for Company A, and the brown is the average for Company B.

What does this mean? And how can it help you build better teams?

Put in the context of other teams we have studied, this team's average score is a little low, but still relatively normal. Not a bad place to start. But notice the variation in the scores for each of the Six Partnering Attributes™. This could be a challenge. While it's good that the team has a diverse range of partnering skills, the gap between the highest score and the lowest score in any category is an indication that there is a potential for misunderstandings and conflict. These misunderstandings and conflicts in turn lead to mistrust, which would jeopardize the effectiveness of the alliance.

A Quick Analysis

Starting on the left side of the graph and working to the right, let's first look at the team's Past/Future Orientation. With this attribute we measure the tendency to revert to old habits when making future decisions or plans. The team's overall score was on the lower side of average. This team will tend to:

Moving on to the next categories, Comfort with Change, we see again that the team scored low. Because this team is less comfortable with change, they may:

On average, the Win/Win Orientation is their highest attribute, a hopeful sign that this group understands the importance of achieving mutual benefits. However, intellectually understanding and engaging in behaviors are two different animals. Left unchecked, the teams' emotions might lead them to engage in either fighter or evader styles of conflict resolution. As a result, this team might:

The Comfort with Interdependence Score is lower than we'd like to see, but the variance is one of the smallest, which means the team members generally understand the need to rely on each other. However, in order to succeed, they must fully accept that their mutual success is based on team collaboration to achieve results. The team members will need to:

That the team's Ability to Trust score is the lowest is not surprising. When people lack to skills in the other five attributes it results in mistrust. Typically we find that as a team improves in its mastery of the other attributes, trust will increase. In the meantime the team needs to:

Finally, the team has a decent score in Self-Disclosure and Feedback. This is encouraging as working this attribute will help bring the trust level up. Based on this score, the team needs to:

Based on the team profile, this group put several actions into place to ensure growth in using the Six Partnering Attributes. They established a "trust index" to measure the team's level of trust with an eye toward building a very high level of trust between team members. When it came to resolving conflict, the team committed to using a win/win approach, and to watch for people using a past orientation. The team also established alliance-centric reward structure so that each group was rewarded similarly within their own organizations. And finally, to facilitate better communication, the team made a concerted effort to increase the "air-time" of low communicators, and established an information-sharing agreement to increase the flow of proprietary knowledge.

This quick analysis is just the beginning of how the PQ Assessment can help your teams get on the right track from the start. But the first step in becoming a great partner is awareness. Knowing your team's partnering intelligence and then incorporating the Six Partnering Attributes into their internal culture is a crucial step for creating a successful partnering relationship.

Partnership Continuum, Inc. can set up a confidential on-line assessment for you and your team or company. To learn more about how to bring this innovative partnering technology to your business, contact us at:

+1.612.375.0323 - Worldwide
+1.888.292.0323 -Toll Free USA
+1.612.317.0713 -Worldwide Fax

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Building Your Toolkit

Try our online Partnering Quotient Assessment online at: When you sign up for your team profile, you not only receive your Partnering Intelligence Quotient score and a break down on the Six Partnering Attributes, but also a team profile chart and a one-hour consultation on what opportunities and challenges you and your team faces. To have a customized team profile created for you, contact us at:

+1.612.375.0323 - Worldwide
+1.888.292.0323 - Toll Free USA
+1.612.317.0713 - Worldwide Fax

From the Field

Public Television's Leadership Challenge -- by Cindy Browne

Public television is experiencing an exciting and challenging phase ofits organizational life cycle. Following its early start-up and build years, public television saw tremendous growth. Yet, this industry, (valued by the American public only slightly less than milk), is at a point where it must transform itself if it is to survive and thrive in the future.

In a way, we're right back where we started in the late 50's and early 60's when a handful of visionary leaders saw a need and a way to address it. Skilled managers who continued to improve the service, creating a world-class system that set quality standards for the rest of the television industry, succeeded those leaders in the 70's and 80's.

Today, it's time to enter that creative, building cycle once again. Leadership, in addition to management, will be key to a successful outcome. And, compared to the challenge of 40 years ago, tomorrow's success will require a diverse leadership that draws on the talents of men, women and people of color. Click on the hyperlink to read more about the importance of Women's Leadership to the Future of Public Television

Cindy Browne is heads up our Non-profit and Public Broadcasting Practice. To learn more about how you can bring our partnering and leadership technologies to your non-profit agency or public radio or television station, contact Cindy Browne at:

+1.612.375.0323 - Worldwide
+1.888.292.0323 - Toll Free USA
+1.612.317.0713 - Worldwide Fax

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Need a Keynote Speaker for Your Next Partner Meeting?

Are you looking for a keynote speaker for your next partnering conference or event? From New York to Kuala Lumpur I've been delighting, informing and helping audiences understand the complexities and nuances of partnering skills, partnering processes and what is takes to build successful partnerships. If you're interested in learning more about my keynote presentations, please contact me at +1.612.375.0323 or

You can also check out our online video presentations at:

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On the Topic

Learn how to Kickstart a Brand New Team by Ian Cook on The CEO Refresher on line at:!kickstart

Using Vision, Commitment and Trust are the keys to building successful teams, according to Dr Arky Ciancutti. Read his insightful article online at:

Want to know more about Emotionally Intelligent Teams, check out Anne Riches summary on!eiteams.html

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News and Announcements

Mark your calendars for our Summer Partners Relationship Management Seminar this June 3-4, 2003. This new two-day session is designed to help customer-supply managers, strategic alliance directors, business development executives and others who manage important business relationship learn how to manage, grow and profit from their business partnerships

The fee for this training is $1,199.00 and is being held on the Minneapolis campus of the University of St. Thomas.

To register, contact us at:

+1.612.375.0323 - Worldwide
+1.888.292.0323 - Toll Free USA
+1.612.317.0713 - Worldwide Fax

Our foundation seminar, Building Smart Partners™ Training Seminar, to be held this fall September 16-18, 2003, at the beautiful Minneapolis campus of the University of St. Thomas. Save 15% off the fee if you register before June 15, 2003.

To learn more about the Building Smart Partners™ Training, click here:

To register and receive your discount, contact us at:

+1.612.375.0323 - Worldwide
+1.888.292.0323 - Toll Free USA
+1.612.317.0713 -Worldwide Fax

Check out the April / May edition of featuring a new article on Building a Partnering Culture In An Increasingly Connect World.

In this edition of Other Voices, we hear from David Archer and Alexander Cameron from SOCIA in the UK on Making Public Private Partnerships Work. Look for more of these types of government/private partnerships happening in the United States.

The Partnering Intelligence Fieldbook: Tools and Techniques for Building Strong Alliances for Your Business, which I wrote with Sandra Naiman, is now available. Featuring more than 100 assessments, surveys, checklists, and partnering techniques, this is a valuable resource for anyone who wants to improve his or her partnering skills.

Check our Web site for details:

Partnership Continuum, Inc is proud to announce we will be working with GMAC - RFC to help them become a partnering powerhouse. Look for details in upcoming editions of the Partnering Intelligence Newsletter    

Do you need a keynote speaker to talk about alliances and partnerships? For the past three years, I've been giving exciting and informational talks at conferences and meetings around the world on creating great partnerships and alliances.

To learn more about my topics, or to arrange for me to speak at one of your events, contact us at:

+1.612.375.0323 - Worldwide
+1.888.292.0323 - Toll Free USA
+1.612.317.0713 - Worldwide Fax

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Partnering Intelligence Newsletter is published monthly for clients and friends of Partnership Continuum, Inc. Copyright 2003 by Partnership Continuum, Inc. All rights reserved.

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Partnership Continuum, Inc.
1201 Yale Place, Suite 1908
Minneapolis, MN 55403-1960 USA
Toll-free (U.S): 1-888-292-0323
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Fax: 1-612-317-0713