Successful Partnerships: 7 Important Ingredients

A supplier of ours called Roto Fasco Canada recently highlighted our company in a case study. As a supplier for over 35 years, the Roto group has been one of our most successful partnerships. That got me thinking about our own position in the vendor-supplier ecosystem and the importance of good partners. Like most manufacturers, Sunview relies on a number of key external providers. Although we are vertically integrated more than most in our industry, some components simply don’t make sense for us to make ourselves. On the other side of the equation, we don’t sell directly to the public. Our patio doors are sold through a network of industry-leading window fabricators, architects, retailers, dealers and distributors. This obviously makes our channel partners very important to us and we do everything possible to help them succeed. Whether on the “buy” or “sell” side of a partner relationship, there are a number of key factors that determine its success. I thought I’d share my own personal “Top 7” list. These are all critically important, but I’ve tried to present them in order of how they typically flow. What Makes Successful Partnerships? #1 Mutual Benefit: The starting point of any partnership comes from a strategic point of view. For example, a decision to buy something and include it in your solution may make more sense than doing it yourself. Selling someone else’s product when it complements your core business is another common scenario. Once the strategic decision has been made, it must make good financial sense for both side. We’re all in business to make money after all. There may be rare cases where you decide to partner at low margins, but that seldom lasts long. Being tied to a powerful brand could be an example, but that becomes more of a marketing...