Process for Strategic Alliance

Strategic Partners are a good sales channel strategy for United Rentals. The strategic partnership will get each others name out, share each others experiences, share contacts, information and ideas. It is the ultimate in networking your network. Strategic Partners are a joint development opportunity as opposed to a Re-Rental or contractor relationship. They are joint opportunities, which are a center of influence that will develop into a meaningful “sales force”. You can start “swap groups” for sales leads, information transfer, and in depth understanding of your colleagues abilities to help construction jobsites out in specific problem areas. You serve each others existing client base after the sale for enhanced sales with “called ahead” qualified leads. This is the age of building long-term relationships, cooperation, and collaboration. PARTNERING

Qualification Phase

1) Executive discovery meeting with a contact at prospective partner for possibility of alliance.

2) Introduce contact to United Rentals executive sponsor

Relationship Phase

3) Introduce United Rentals to strategic Partner executive sponsor.

4) Company overview – site visit and formal presentation(s) and adopt any certification guidelines.

Planning Phase

5) Characterize partnership goals and develop implementation plan

6) Finalize agreement

7) Develop Sales and Marketing Plan

Implementation Phase

8) Implement Sales and Marketing Plan

Evaluation Phase

9) Review outcomes