What ‘great’ partnerships actually look like
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Welcome to Partnership Wednesday #113 featuring ideas you can use to create partnerships faster, with less guesswork, and confidently close 6-figure deals.
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Have a burning partnership question? Email me here
A LESSON TO BUILD ON
In 2007, Drew Houston demoed his scrappy file-sharing idea called Dropbox to MIT students. His “partnership” wasn’t with a company, but with a community: classmates and dorm groups who became the first power users.
What started as a handful of early adopters turned into a movement. Word-of-mouth spread from dorm rooms to campuses across the U.S., and soon beyond. That organic growth created the cloud storage category and turned Dropbox into a global brand.
Leadership lesson: A partner doesn’t have to be a listed company. Sometimes your most valuable allies are tribes or subcultures who believe in your product so much they evangelise it, for free.
Who are the “tribes” in your world waiting to promote your work?
AN ANSWER TO HELP YOU MOVE FASTER
I think I know why partnerships fail, but what does “great” look like? I was asked this question from the crowd this week. Here’s my answer:
In the immortal words of my friend Jo Burston, ‘You can’t be what you can’t see.’
And it’s true, most can tell when a partnership is failing.
Few know what great looks like.
Missed deadlines.
Awkward calls.
Radio silence.
Finger-pointing.
Easy to spot.
But what about when things are great?
That’s where most leaders stumble.
Because “great” is harder to define.
If you can’t describe what great looks like, you can’t measure it.
If you can’t measure it, you can’t manage it.
And if you can’t manage it, you’ll never scale it.
After 20 years of building and fixing partnerships across industries, I’ve learned something important:
Great partnerships are built on qualities that are observable, testable, and time-bound.
Here’s what you should see and feel:
At 6 months:
→ Teams at both companies can explain 'why'
→ A visible first win in the market
→ Early data proves offer adoption
→ Allies solve issues before they escalate
At 2 years:
→ At least two proven benefits per partner
→ A repeatable operating rhythm
→ Resilience through at least one leadership shift
→ Adoption so strong it’s a core proof of value
And here’s the thing: When these qualities are present, even an exit is handled with dignity.
Because the partnership was built on resilience, not desperation.
Most leaders don’t know this and that’s why most partnerships stall.
I built a 1-page Partnership Blueprint that captures all 9 qualities.
It’s simple, practical, and designed to be used in the room with your team.
Because few know what great looks like.
Now you do.
Here’s an infographic that might help you navigate this topic further.
THIS WEEK’S MOMENT
Could you easily describe what a great partnership looks like?
In this 7 minute episode, you’ll learn:
What high-performing partnerships should look and feel like at 6 months and 2 years
The 9 observable, testable, and time-bound qualities of great partnerships
Why resilience, not reliance, is the true sign of partnership strength
How to avoid the “logo swap trap” and focus on value that compounds
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KNOW PEOPLE WHO FEEL STUCK?
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Until next Wednesday,
Phil Hayes-St Clair - Executive Coach
When you're ready, there are three ways I can help you:
1. The Partnership Lab A 6-week experience for founders, CEOs, and GTM leaders who are done with slow growth and stalled conversations. Learn to rapidly qualify and prioritise high-value partners, Install a system that turns conversations into contracts and Capture outsized returns from partnerships that scale. Apply today for the next cohort starting 1 October!
2. The Partnership Decision Sprint: 45-minute sessions built for leaders facing high-stakes partnership decisions. Invite up to three people from your team and walk away with clear, actionable next steps.
3. Leadership Events: From Cochlear and Lifeblood to military leaders, I have shared inspiring stories and practical frameworks and insights that shift how leaders leverage partnerships for growth. Book me to speak at your next conference, offsite, or leadership event.
Looking for something different? Send me an email.
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