About Stephen M. Dent

Stephen M. Dent, founding partner of the consulting firm Partnership Continuum, Inc., is an award-winning organizational consultant working with such clients as USWEST, Inc. Northwest Airlines, AT&T, GE Capital Services, the U.S. Postal Service, NASA, Bank of America and Exult. He lives in Minneapolis MN. Stephen M. Dent Partnership Continuum, Inc. www.partneringintelligence.com 1201 Yale Place Suite 1908 Minneapolis, MN e-mail Sdent@partneringintelligence.com phone 612.375.0323
Building a Partnering Measurement System

Sitting in Perry’s Los Angeles office was a humbling experience. The mahogany walls, teak boardroom table and leather-bound engineering manuals made me feel like I was on a Hollywood movie set. But I felt right at home when I walked up to the white board and started doing the math. Marker in hand, I asked Perry a series of questions aimed at quantifying the cost of the delays in the Smith project.

Introducing Partner Relationship Management (PRM)
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In this difficult economy, companies are looking for tools that can help them retain the loyalty — and business — of their customers. Customer Relationship Management (CRM) is one such tool that’s received a lot of attention lately.

Improving Your Improvement Programs

What CEO’s eyes wouldn’t light up at the prospect of improving productivity and product quality while also saving millions by reducing waste and defects? But if improvement programs are going to have an impact, they must be cross-functional in their approach.

The Price of Poor Partnerships

Alliances fail at an alarming rate. Consider these statistics from Accenture, a worldwide management and technology services organization:

Building Internal Trust – A Key Partnering Strategy

The events of late 2001 sent a tsunami over the collective psyche and economy in the United States and around the world. The most noticeable impact of this shock wave is that many people feel psychologically uncertain about the future. They are searching for dependability and reliability for their futures. Everyone wants and needs to feel a sense of trust about the stability of the people around them and the institutions for which they work. For many, the twin threats of terrorism and economic downturn have resulted in paralyzing fear and formless anxiety.

The Alliance Age: How Partnering Skills are Emerging as the Key to 21st Century Business Success

Few business leaders today would debate the importance of partnering for practical and strategic advantage. Yet understanding the value of partnerships is a far cry from successfully developing and sustaining these crucial alliances. In “Partnering Intelligence: Creating Value for Your Business by Building Strong Alliances” organizational consultant Stephen M. Dent shows how to develop the power of partnerships in any organization and take the lead in 21st century business.

The New Economy and Partnering

The new economy is opening borders and boundaries, enabling and requiring more interaction and information exchange among people and organizations. Such interaction requires organizations to develop effective partnerships and partnering competencies.

Past/Future Orientation Environment: An Assessment

How do you view your own work environment–your company’s culture? Is it oriented toward the past or the future? Based on your best knowledge and your personal experience, where does your organization fall on each continuum below?

The Importance of a Win/Win Orientation

Vice President of Marketing, Becky, simply couldn’t believe that Vice President of Engineering, Mark, would go behind her back to the CEO and convince her to re-allocate the $1.3 million they had set aside for a new segment-oriented marketing campaign. But he did, and the money was reassigned to fund a research project. This happened in August 2001, just after Becky and Mark had agreed to split $2.6 million in the 2002 budget between the new marketing campaign and a much-needed retrofit for the Engineering Services Office. It appeared that Becky and Mark, both company officers and members of the board, had a pretty large bone to pick.

Partnering – People and Business Relationships are the Key Drivers of Corporate Success

Considerable intellectual work has been done in the area of “business integration,” which views the business enterprise as a holistic entity comprised of many parts. (Anderson consulting for one). When the connections and relationships among these parts are aligned and properly integrated, the idea is that the benefit to the organization is more than the sum of its parts.

Partnering Will Drive the Economy in an Open Environment

Mergers, acquisitions, joint ventures and strategic alliances will continue to multiply and drive the economy in an open environment. Optimizing these organizational relationships demands that companies develop a collective partnership capability and capacity.