In the two previous postings (Which Kind of Change Agent Are You? and Set Expectations and Build Relationships With Sponsors), I suggested two factors that can keep us from the level of influence we want with sponsors—rapport breakdown (partner vs. vendor implications) and poorly established expectations around what we and our sponsors look for from each other.

I’m sure we all have our preferred ways of addressing these issues when we’re involved in establishing or maintaining our relationship with sponsors. At Conner Partners, we have found that it is important to not only discuss and agree on the working relationship expectations with sponsors but to document the agreements that result. By clicking on the title, you can review, and, if you like, download a free copy of the tool we use for this purpose: Contract for Sponsor-Agent Working Relationships.

What are your views on why we, as practitioners, don’t always have the kind of relationship we would like with our sponsors? In addition to rapport and expectation setting, are there other factors you think are equally important or maybe have an even greater influence on sponsor/agent relationships?

Next series: Moving from agent to trusted advisor.

Go to the beginning of this series.