Our new partner is HUGE! Does that mean they're in charge?

Most often partnerships are relatively equal. One SMB has a product or service they want to sell wider through a network and an other SMB believe the product or service is a good offering for their clients and they're keen to sell and make a commission.

Occasionally a great opportunity comes up with a really huge organisation which feels like a great win. Then... A few weeks or months in the huge partner can subtly imply or even be quite clear that as they're bringing more for you than you are for them, they're basically able to call the shots.

This brings a moment of needed reflection on the side of the SMB, i.e. Asking yourself, are they in charge?

Having run partnerships on behalf of the huge organisation and on behalf of the SMB I can give my view and position on this. However, you need to take into account a number of factors in your own situation such as your exit strategy, your growth plans and which stage your company is in.

My starting point though is quite simple. Partnerships should equal regardless of the size, or power, of one of the partners. It may be true that one side can offer a great opportunity, but it will not remain an opportunity if you have to stop everything else you're doing to make changes that they want. Especially if those changes are not in line with your business plans or risk you loosing too many customers and leaving you reliant on the partner

From the Corporation perspective if I'm in partnership with an SMB it's because I need something they have. Even if there are plenty of competitor's I've chosen this particular firm for a reason. Frankly if I haven't then I didn't do a good job choosing a partner.

Knowing this, partners need to enter into the relationship equally. Both willing to put in the required effort, both excited for the outcomes, willing to make changes that work for both organisations and both willing to walk away if it doesn't work out.

Thanks for reading, we're always looking for feedback so please leave your comments below!

Mark