1. Service/quality performance levels aren't monitored.
2. Performance measurements/feedback are used to beat partners rather than working together to make improvements.
3. Internal partners don't know who the organization's key external partners are and where they fit in the organization's customer-partner chain.
4. Adversarial "We-They Gaps" exist between the organization and its key external partners.
5. Trivializing the views of external partners as "not reality, just their perception."
6. Managing to the lowest common denominator with rules and policies that convey mistrust and treat partners like children.

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1. Look at a supplier's lowest total costs not just low prices
2. Trace service/quality breakdowns upstream to suppliers
3. Develop a supplier management program
4. Involve upstream and downstream partners in a continuous service/quality improvement process
5. Increase connections and customer ownership between internal and external partners

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