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MAKE THE CONNECTION
According to Brown, in order for any business partnership to work, there must be a certain level of chemistry between the companies involved. He offered a three-step process Leed’s uses for each prospect: “First, there must be a strategic fit in terms of the categories that we are currently offering,” he said. Secondly, Brown stated the partnership must offer clear expansion opportunities. And finally, he said, both companies must have a thorough understanding of each other’s business needs. “[We consider] if they understand our industry and [if] we understand them,” Brown said.
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Cynthia T. Graham
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