Partnership’s competence and capability to increase business performance: A study on Telecommunication company in Indonesia

This research discusses the importance of partnerships in improving company business performance. The qualitative case study was conducted at a telecommunication company in Semarang City involving various parties such as manager, assistant manager, head of representative office, owner, supervisor, and sales agent using in-depth interview method. The research results show that the required competencies include motives, skills, and knowledge, with motives being the most difficult characteristic to develop. The types of competencies that are important for improving business performance involve achievement orientation, relationship building, teamwork, technical ability, strategic direction, information search, and customer service orientation. In addition, the capabilities required by partners include technical capabilities, human capabilities, and conceptual capabilities. Important partnership criteria involve procedural compliance, financial position, training aids, performance history, and volume of past business. Competitiveness factors that can be applied include good organizational and management systems and capital availability.