After years of studies at the John Molson School of Business, I decided to read Mark McCormack’s book “What They Don’t Teach You at Harvard Business School,” and it was a revelation. Mark writes about making winners out of all the partners you do business with!

Since first reading (years ago) and revisiting the book, I am now a 100% proponent of the win-win sales proposition. In fact, I can honestly state that after 11 successful promotions I am somewhat of an expert, since I bested Mark’s record by 8 promotions.

A win-win sales proposition makes every participant a winner from the get-go. To achieve this, you must be prepared to share the successes and split the costs of a program. After all, your partners, like you, wish to also achieve measureable results.

Sound logical? You’d be surprised how many greedy companies there are out there who—when entering into strategic partnerships—ignore the fact that the potential partner also wants to achieve benefits. I can’t tell you how many firms forget that the partner is a business that, like yours, wants to earn revenues and recognition.

To architecting a win-win sales proposition, you have to consider your mission in the same light as your partner’s mission. If you are doing a lead generation program, then be prepared to share the data! If it is a revenue generating program, then yes you have to share the incremental revenue.

A win-win sales proposition should be designed to incorporate mutual ROI, and it should be so compelling that all parties are thrilled with the program.

Want the architecture of this win-win proposition? Then comment on this blog post below!