IN THIS SUMMARY
In today’s business climate, alliances hold sway as an effective competitive strategy for businesses of all sizes, whether the alliance is between rivals, customers and suppliers, any combination of firms, mergers and acquisitions, or divisions within a company. Yet, more than 60 percent of these alliances are doomed to failure-lack of trust being the single most compelling reason for this high rate of nonsuccess. Trusted Partners offers a road map, for building mutual trust in alliances, that describes what trust between enterprises means and that explores eight essential principles for fostering greater trust. Lewis draws on dozens of examples and case studies to present a comprehensive, multifaceted analysis, demonstrating how to develop these conditions and explaining how to manage, measure, improve, and repair this key aspect of business relationships. Included is "Tools for Trust"-a practical, user-friendly reference that offers detailed guidelines for building effective alliances.