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Findng & Working Strategic Alliances
 

Findng & Working Strategic Alliances

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If you're going to use strategic alliances know your options and choose wisely. Start with your goal and then find the right match. Know the "Rules of Engagement". Slides include a bibliography of ...

If you're going to use strategic alliances know your options and choose wisely. Start with your goal and then find the right match. Know the "Rules of Engagement". Slides include a bibliography of recommended books on the subject.

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    Findng & Working Strategic Alliances Findng & Working Strategic Alliances Presentation Transcript

    • Strategic Alliances
      Presenter Jan Triplett, Ph.D.
      CEO, Business Success Center
      Sales, Marketing & Financial Strategy
      1
      ©Business Success Center, Austin, TX 2010. All rights reserved
    • Friend/Life Saver
      Network Addition
      Cross Marketing Ally
      Shared “Manufacturing” Expense
      Joint Venture
      5 Ways to Use Alliances
      2
      ©Business Success Center, Austin, TX 2010. All rights reserved
    • Goals — who wants what
      Responsibilities — who does what
      Rules — including culture (business & personal)
      The right strategic alliance depends on…
      3
      What are you and they willing to do or not do?
      ©Business Success Center, Austin, TX 2010. All rights reserved
    • Big Alliances
      Got Milk? Campaign
      Corning & Samsung (glass TV tube/Korea market)
      Airbus (Britain, Spain, Germany, France)
      Your examples?
      Smaller Alliances
      Security Company & Wholesaler
      BSC and PRE Mgmt
      Bundled contracts
      Alliances you’ve tried? Results?
      ©Business Success Center, Austin, TX 2010. All rights reserved
      4
      Successful Examples
    • Authority
      Marketing
      Sales
      Finance
      Assets
      Personnel
      Who’s in charge?
      Who decides?
      How it’s done?
      Who pays & where it stays?
      Who owns what?
      Who works & how long?
      ©Business Success Center, Austin, TX 2010. All rights reserved
      5
      Issues to Consider
    • Cooperative competition
      Learning component
      Skill building
      Cost reduction
      Risk reduction
      Limits to cooperation
      Conflict/disharmony (can be ok)
      End up weaker than ally
      ©Business Success Center, Austin, TX 2010. All rights reserved
      6
      What you can get from an ally
    • Worth Reading
      Intelligent Business Alliances by Segil
      Blue Ocean Strategy by Kim & Mauborgne
      Developing Strategic Alliances by Rigsbee
      Strategic Alliances by Steinhilber
      Harvard Review of Strategic Alliances
      Mastering Alliance Strategy by Bamford
      ©Business Success Center, Austin, TX 2010. All rights reserved
      7
      30-60% of alliances fail
      — Bamford
    • Here’s to your success!
      Jan Tripletttriplett@runitright.biz
      Jan Triplett
      Blog: http://www.ownersview.com
      933-1983
      ©Business Success Center, Austin, TX 2010. All rights reserved
      8