What Makes a Great Strategic Partner? Here’s a Checklist
Strategic partnerships are one of the most powerful ways to grow your business—when they’re done right.
The challenge? Most partnerships are formed based on vague intentions (“We should do something together!”) rather than shared goals, real trust, and mutual follow-through.
At Dinkel Business Development, we help clients build referral and relationship systems that actually generate pipeline. That includes identifying, nurturing, and maximizing the right strategic partnerships—not just the convenient ones.
If you’re considering deepening a business relationship, ask yourself: Is this a great strategic partner, or just a friendly contact?
Here’s a checklist to help you figure that out.
1. They Share Your Ideal Client Profile
A strong strategic partner works with a similar audience but provides a non-competing service. This creates natural synergy: you’re solving different parts of the same problem for the same type of client.
Ask yourself:
Do we serve the same industries, roles, or business sizes?
Would a client of mine benefit from their service (and vice versa)?
Can we speak each other’s language when it comes to buyer pain points?
If you have to explain what your clients care about or how your services connect—it’s probably not the right fit.
2. They Understand (and Believe In) What You Do
A great strategic partner should be able to clearly articulate what you do—and believe in your ability to deliver.
Too often, business owners form alliances with people who like them, but don’t really understand their service offering. That’s a dead-end. Referrals don’t happen without confidence and clarity.
Look for:
Someone who’s taken the time to ask thoughtful questions about your work.
Someone who has seen your results or heard positive things from others.
Someone who brings you up naturally in relevant conversations.
When people know how to talk about your business, they’re far more likely to refer it.
3. They’re Givers, Not Just Takers
This is a big one.
Great strategic partners operate with a “give first” mindset. They share ideas, make introductions, and offer value without keeping score. They don’t just look for what’s in it for them.
Warning signs of a poor fit:
They only reach out when they need something.
They push referrals your way with expectations of immediate reciprocity.
They vanish the moment you don’t have a warm lead to offer.
You want to align with people who think long-term, trust the process, and enjoy helping others win.
4. You Communicate Easily and Regularly
All the alignment in the world won’t matter if communication is awkward or inconsistent.
Strong partners check in. They talk through strategy. They debrief wins and losses. They make space for shared learning and planning.
Ask:
Do we have a rhythm for staying connected (monthly call, quarterly coffee, etc.)?
Are we transparent about how referrals go?
Do we openly share feedback and ideas?
Without communication, even well-matched partnerships fade into the background.
5. There’s Mutual Follow-Through
Here’s the truth: Great ideas don’t build pipelines—consistent action does.
A great strategic partner doesn’t just talk a good game. They follow up on introductions. They do what they say they’re going to do. And they hold you accountable, too.
When you say, “Let’s co-host a workshop,” does it actually happen?
When they promise to introduce you to a prospect, do they follow through?
Reliability builds momentum. Without it, even the best-aligned partnerships will stall out.
6. You Like Working Together
This isn’t fluffy—it matters.
When you genuinely enjoy collaborating with someone, it’s easier to brainstorm, troubleshoot, and navigate tough conversations. You’re more likely to pick up the phone, to offer help, to think of them when opportunities arise.
Great partnerships don’t feel forced. There’s mutual respect, a similar work ethic, and a sense of trust that makes business feel lighter—not heavier.
If you find yourself dodging calls or dreading meetings with a “partner,” that’s your gut telling you something.
Final Thought: Strategic ≠ Convenient
Just because someone is in your network—or says they want to work together—doesn’t mean they’re a great strategic partner.
It takes alignment, consistency, and intentional effort to build relationships that truly grow your business.
So before you dive into another “partnership,” pause. Pull out this checklist. Make sure the foundation is there. And if it is—invest in it. Nurture it. Stay consistent.
The results won’t be immediate, but they’ll be real—and they’ll last.
Partner with Dinkel Business Development, LLC Today
If you want to learn more about how we can help you develop a metric-driven business development plan for you or your team, please call us at 443-226-0163 or reach us via email at john@dinkelbd.com to get started.
