This is an exclusive summary of the latest episode of the MDM Executive Briefing webcast series, available on-demand at www.mdm.com/executivebriefing. In this episode, Bob Conti of The Alexander Group and Sales Apex defines partnership, the importance of leveraging strengths and understanding your partner’s motivations, and one tool channel partners can use to uncover profitability opportunities.

The word “partnership” may be one of the most overused terms these days when referencing a relationship between a manufacturer and distributor. Building a true partnership was the subject of the September MDM Executive Briefing webcast episode.

In the program, Bob Conti of The Alexander Group and Sales Apex, says that building a partnership is a big task and recommends distributors and manufacturers start small, working with a limited number of …