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| Author: | Jost, G. Dawson, M. Shaw, D. |
| Title: | Private sector consortia working for a public sector client factors that build successful relationships |
| Journal: | European Management Journal
2005 : JUN, VOL. 23:3, p. 336 |
| Index terms: | United Kingdom private sector trust public sector |
| Freeterms: | alliances consortium |
| Language: | eng |
| Abstract: | In the UK private sector organizations must increasingly build up supplier consortia in order to deliver goods and services for the UK public sector, especially when larger projects are in question. The authors examine the key success factors for the relationships both within the consortia and between the consortia and the public sector. A qualitative case study of practitioners experiences is presented. Based on this study the authors introduce reconciliation objectives, continuity of staff engagement, team building and trust as the most important factors for successful relationships. The authors distinguish trust as an essential facilitator of cooperation and also make propositions of ways to build relationships. |
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