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Progress comes from the intelligent use of experience. Elbert Hubbard

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Trusted Partners

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

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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.