The most successful partnerships overcome both cultural and organisational divides

Every major advancement in healthcare is the result of people and organisations coming together. But when that union takes the form of a company partnership, the journey is rarely straightforward. Whether structured as co-promotion agreements, joint ventures or other collaborative models, these partnerships create complex environments where two organisations, each with its own goals, cultures and approaches, must find a way to work together. Misalignment, power struggles and unclear decision-making can easily stall momentum.

And yet, it is precisely within these challenging circumstances that the role of partnership teams becomes most critical. On top of the existing pressures in healthcare, they must bridge organisational rifts, manage competing viewpoints, navigate ambiguous governance and reconcile conflicting agendas. Success is far from guaranteed. But when partnership teams forge trust, coordinate priorities and foster cooperation, they create the conditions for tangible progress. Their impact does not come from sidestepping complexity, but from navigating it with clarity and purpose.

Partnership initiatives, involving cross-functional teams across R&D, medical, commercial and supporting functions, begin with a shared mission: ensuring patients receive the care they need and helping shape the systems that make this possible. As my Uptake colleague Louise Collins highlighted in her article ‘Bridging Gaps and Breaking Barriers in Pharma Alliances’, the most successful partnerships overcome cultural and organisational divides through trust, honest conversations and a ‘single brand entity’ mindset, where both sides operate as one.

This ‘one team’ mindset is just as powerful internally. When partnership thinking is embedded across cross-functional teams, they evolve from facilitators into strategic connectors, shaping a culture where collaboration drives momentum.

Think of partnerships like a finely tuned engine: every part must work in sync for the whole to perform at its best. The following elements ensure your team is firing on all cylinders, translating ambition into action.

1. Agree on ways of working
It sounds simple, but it’s often overlooked. The first step is to gather your partners and align on business and brand objectives for the year, while identifying planned activities and any areas of overlap. Leadership roles should be well-defined, along with timelines for deliverables. This alignment on common goals and responsibilities enables teams to move forward with greater confidence and efficiency.

2. Know your stakeholders
If you don’t understand your audience, you risk missing the mark. Begin by mapping your stakeholders both inside and outside the organisation, considering what they need to know, why it’s important to them, and how and when to communicate with them effectively. Some stakeholders respond best to hard metrics, while others connect more with real-world stories. Tailoring your approach to meet their needs, rather than your own, is key.

3. Communicate with purpose
Simply reporting what you’ve done isn’t enough. Communication is your opportunity to showcase your contribution and connect your efforts to broader business and patient priorities. Focus on what was done, the impact achieved and why it matters. Establish a predictable cadence for updates, such as monthly meetings, quarterly emails or Town Hall spotlights, and maintain consistency to build credibility and keep achievements visible.

4. Clarify logistics early
Even the most innovative ideas stall without solid logistics, especially around budget. These conversations may feel awkward, but they’re essential for accountability and long-term effect. Some key questions to consider are who is funding each aspect of the initiative, whether all initiatives will be pursued equally or if some will be prioritised or deprioritised and whether the budget reflects the most effective activities. When funding is guided by deliberate planning rather than mere execution, time and resources are channelled towards what truly adds value.

At the heart of every successful partnership team lies a core reality: collaboration is a living, breathing practice that grows stronger with intention and care. Genuine partnerships emerge when listening, adapting and moving forward together become second nature. Thoughtfully nurtured connections strengthen teams and open pathways to valuable change – for organisations, colleagues and most importantly, the patients whose lives depend on our efforts.

Keep the conversation alive, embrace the challenges ahead and remember that a partnership’s true power shines brightest when we move forward as one.