Every two weeks, the business development tactics top lawyers use are free at therainmakingmagazine.com
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Most strategic alliances look perfect on paper. Six months in, they’re falling apart — and nobody knows why.
Dr. Kyle Harkema is the author of Strategic Clarity: The Practical Method for Transforming Vision into Results and a scholar-practitioner with a doctorate in business administration. In this episode, he joins Scott Love to break down why alliances fail — and the exact behavioral framework leaders need to build partnerships that actually deliver.
What you’ll learn:
Why alliances fail even when the strategic logic is sound — and what’s really going wrong
The one sentence that reveals whether your alliance is ready: “Because we’re working together, our customer can now ___”
The 5 trust-building questions every alliance must answer before work begins
Why lagging KPIs (revenue, EBITDA) are the wrong place to start — and what leading indicators to watch instead
The warning signs that a partnership is breaking down: multiplying meetings, slowing decisions, and information that stops flowing cleanly
When and how to structure revenue share, licensing, or a joint venture spin-off
Why a contract preserves the friendship — and how to structure one that holds up when priorities conflict
How to identify the right alliance partner: complementarity, incentive compatibility, and behavioral alignment
The “set it and forget it” trap — and why every alliance needs a semi-annual check-in at minimum
3 action steps: define your joint value proposition, build a strategic decision framework, and measure the behaviors that create value
Visit: https://therainmakingpodcast.com/
YouTube: https://youtu.be/_E7xsyl4xa0
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If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here:
https://attorneysearchgroup.com/schedule
Or email Scott to connect with him at: scott@attorneysearchgroup.com
📅 Monthly webinars for transactional partners: RainmakingSeminars.com
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This podcast is sponsored by SurePoint Legal Insights (formerly known as Leopard Solutions)–turning legal intelligence into opportunity.
For a free demo, visit this link: https://surepoint.com/legal-insights/
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About Kyle Harkema:
Kyle Harkema is the author of Strategic Clarity: the practical method for transforming vision into results. This book is a research-backed diagnostic mirror that decodes how your company truly thinks, listens, and acts. Because strategy lives in behavior—not plans.
Dr. Kyle Harkema, DBA, MBA, is a distinguished scholar-practitioner with a wealth of experience at the intersection of academia and industry. With an academic foundation built on rigorous study and research, combined with extensive practical experience in the business world, Dr. Harkema epitomizes the modern scholar-practitioner—a professional who not only understands theoretical frameworks but also knows how
to apply them in real-world contexts.
Links:
https://www.kylejharkema.com/https://www.youtube.com/@KyleJHarkemahttps://www.amazon.com/Strategic-Clarity-Practical-Transforming-Results/dp/B0GSSFW28Z/ref=sr_1_1?crid=2JLLWIRMP1RUR&dib=eyJ2IjoiMSJ9.UR4TNoOVMfqJ_fvS4GMcOBOoA1bE6XarRTdlIr2fLZ4.7bK32nKomY_dIBRWCAAvsOJGqGgJfdVkX6xM0FIBQN4&dib_tag=se&keywords=strategic+clarity+harkema&qid=1791577862&sbm=true&setroute=search&sprefix=strategic+clarit%2Caps%2C148&sr=8-1
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