These companies are on the right track, they realize that they need outside help. Unfortunately, they sometimes send out RFP's to firms from little more than a word of mouth recommendation from a business associate. Unless they have an experienced internal employee that completely understands the Strategic Alliance process and is willing to put their position on the line by recommending a firm, the RFP distribution process is usually defined through pretty brochures or choreographed "dog and pony" shows. Many times the prettiest presentation wins. When the rubber meets the road they may discover that what looked good on paper does not work. Whoever picked the vendor ends up having to answer for weak performance while the customer continues to suffer.

R e s u l t : Lose Money, Employees and Customers