The management of partnering development in I/S outsourcing

Proposes management initiatives that can be taken by a client firm to lower the cost and speed the development of partnership relationships with vendors in the provision of information systems services. The analysis is based on an extension of R.F. Dwyer, P.H. Schurr and S. Oh´s (1987) model of partnership development. The analysis suggests that a client firm can be proactive in selecting vendors with potential to become partners and can take action to reduce the cost and speed the process of moving through the exploration and expansion stages of partnership development. A case study is presented which illustrates one approach to the application of these principles in a real world setting