Many iT vendors like to position themselves in the role of ‘partners’ with their customers. After all partners share the rewards, don’t they? And a partnership seems so much more friendly than the old-fashioned vendor/ client relationship. But, no matter how amicable things may seem on the surface, behind the scenes there is always a contract. So the test of the ‘partnership’ will be the contract terms. If there is no mutuality of risk, the partnership is mythical. True partners always share the risk as well, not just the rewards.

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