Managing Tech Partnerships

ℹ️ Overview

In this iCoCo forum session, Chip Holmes, an internal consultant at Randall Reilly with over 20 years of RPO (Recruitment Process Outsourcing) experience, shares practical insights on how to effectively manage technology partnerships. The conversation, guided by Lamees Abourahma, focuses on what makes tech collaborations successful, common pitfalls, and actionable advice for RPO leaders building new vendor relationships.

📒 Key Takeaways

• Success Starts with Mutual Benefit
  A technology partnership must be a win-win. Both sides (RPO and tech vendor) should aim for real outcomes—like case studies or successful client delivery—not just sales.

• Ensure Technology Is Fit for Purpose
  Don’t get swayed by hype. Instead, assess whether the solution actually solves the specific problem you’re facing. Avoid assuming tech can do what it promises—validate it first.

• Compare Roadmaps for Long-Term Alignment
  Tech evolves fast. When entering a partnership, both parties should share roadmaps and anticipate future shifts. Alignment today doesn’t guarantee fit tomorrow.

• Common Failures in Tech Partnerships

  1. Poor Change Management: New tools require structured support and leadership buy-in.

  2. Inadequate Training: Even good tech fails if users aren’t trained well.

  3. Incorrect Assumptions: Misunderstandings around capabilities lead to mismatched expectations.

• Vendor Overpromising & Miscommunication
  Sales teams sometimes oversell tech capabilities, and RPOs may mishear what they want to hear. This often results in delivery failures or client dissatisfaction.

• The Importance of Setting Clear Expectations
  Misaligned KPIs and vague SLAs (Service Level Agreements) hurt delivery. Ensure both parties agree and understand what’s being measured and expected.

• Need for Formal Partnership Reviews
  Many partnerships are only reviewed when something goes wrong. Chip emphasizes the need for regular and proactive evaluations to catch problems early.

• Real-World Lessons from Failure
  Chip recounts a past scenario where a vendor failed to meet SLA terms. Despite contractual protections, the lack of performance almost cost client relationships—highlighting the importance of due diligence and performance monitoring.

• Fit Over FOMO (Fear of Missing Out)
  RPOs often buy into tech because it's trendy or widely used. Chip urges leaders to instead ask: Does this add value to my stack? Does it solve a problem I actually have?

🌟 Conclusion

Chip Holmes delivers a clear message: technology is only valuable if it solves a real problem and is implemented with structure, honesty, and accountability. To manage partnerships well, RPO leaders must prioritize fit-for-purpose tools, manage change intentionally, and commit to ongoing reviews. Hype alone won’t drive results—clarity, communication, and alignment will.