Building, Leading, and Managing Strategic Alliances: How to Work Effectively and Profitably with Partner Companies

Building, Leading, and Managing Strategic Alliances: How to Work Effectively and Profitably with Partner Companies

Building, Leading, and Managing Strategic Alliances: How to Work Effectively and Profitably with Partner Companies

Building, Leading, and Managing Strategic Alliances: How to Work Effectively and Profitably with Partner Companies

Synopsis

"Changes in the world economic climate have fundamentally altered not only the way products are created, but also the way businesses form and thrive. Large organizations once grew by swallowing whole the smaller companies with which they worked. Now, growth for both large and small companies is fostered and nurtured by strategic alliances.

This timely book illustrates five types of strategic alliances and how to structure them to achieve the goals of the component companies. Drawing from industries such as communications, healthcare, appliances, and defense, the book covers:

• How to determine the right type of alliance, and structure it to meet each company's stated goals

• Sharing knowledge and building inter-company teams

• Successfully ending an alliance

Filled with sample legal documents and agreements, frameworks and guidelines, the book is an essential resource for companies considering strategic alliances."

Excerpt

Alliances have been around for some time. in fact, alliances were formed among ancient peoples as they banded together to fight common, sometimes dominant enemies. in modern times, we see alliances in war (the Desert Storm coalition, or the nato forces in Kosovo), in politics (coalitions in government), and in the business marketplace. As commonplace as alliances have been in our history and our current world, they are often misunderstood and misused.

Early in 2001, I was visiting a highly regarded ceo of a major global company based in Europe. As we discussed his favorite topic— how to drive the shareholder value of his company to new levels—the subject of alliances surfaced. He rose from his chair, pointed to the flipchart that had the words “strategic alliances” on it, and said, “I

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