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Why Transparency Creates a Clear Path to Success and How to Maintain It

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This story appears in the December 2015 issue of Entrepreneur. Subscribe »

Q: Partners and employees at my company are expected to pool contact information for clients and prospective clients in a database. We find that having information easily accessible maximizes partner relationships in making deals.

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But some partners aren’t cooperating. When my client needed confirmation of market data, I asked another partner for assistance. He confirmed the data analysis through a client he refused to name, leaving me -- and my client -- without a reference point. My partner’s lack of transparency is unethical. But he’s a rainmaker, and as our company’s driving value is making money, other partners aren’t concerned. What are my options?

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