Your business partner is confused about your strategy. How can you clarify and align your vision for success?

Create a focused environment to discuss your strategy without distractions. Set up a time for a sit-down discussion where you both can be fully present.

Initiating an open and honest dialogue is crucial for resolving any confusion about your strategy. I've found that engaging in candid conversations about business vision not only clarifies misunderstandings but also strengthens partnerships. By actively listening and showing empathy, you can uncover the root of the confusion and foster a safe environment for open communication. This approach not only aligns your strategic goals but also enhances client trust and satisfaction, which is vital for long-term success in healthcare technology.

Clear and consistent communications with your partner is critical. They may not read all of the emails, social media posts or web content you publish, so don't expect them to already know something just because you have put it out there. They are busy. Take the time to make that personal phone call or in-person visit, and be as consistent as possible among similar partners to avoid conflict among competitive partner clients.

It is crucial to have regular discussions with your partners. Just be sure it is at a time that is also convenient for the partner, and avoid times when you know they are particularly busy at an event or conference. You will want their undivided attention, so plan accordingly.

I have found that feedback is more honest and helpful when the partner has a platform to be open about their concerns. An anonymous survey by a 3rd party vendor has been extremely helpful in getting feedback that the partner may have otherwise left unsaid. Partner Advisory Councils can also be helpful, but in small groups where the partners are comfortable speaking honestly in front of company executives and possibly, their own competitors.

I cannot say enough about hosting the occasional education conference, whether sales focused or technical. While the hosting company may intend to train partners on a specific product, I have seen partners get into deep discussions with each other and learn practical and usable tips that may not be taught by the vendor/host. Providing them that kind of a platform for shared learning can help you as well as your partners learn something new.

Provide a reference point for both partners. Create a formal document outlining the vision, goals, strategy, and roles. This can serve as a reference to avoid future confusion.

A key part of Relationship Management is helping clients and partners understand complex concepts in a clear and concise manner, including our strategy. I do this by putting myself in their shoes: avoiding jargon, making no assumptions, and explaining step by step. Understanding perspective goes a long way!

Establish specific, measurable, achievable, relevant, and time-bound (SMART) goals. This ensures that both partners have a clear understanding of what success looks like and can track progress effectively.