What is meant by partnering?
Your motivation for partnering
Access to markets
Working with large commercial partners is not the only way of gaining access to a bigger or wider market. One or more flag-ship users from the private or public sector can give the project results greater visibility or credibility within a market area that the consortium otherwise has no presence in.
However, when the motivation for involving additional partners in the consortium is primarily a ‘downstream’ commercial relationship, the benefits for that type of partner may not become apparent for some time beyond the life of the project. This is a particularly difficult aspect of partnering to manage, since the commitment of that partner within the project will be seen as a lot of effort for no real return.