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+                                                                 1©Business Success Center, Austin, TX 2012. All rights r...
+  Handshake Strategy       Successful   Strategic Alliances                                                              ...
+                                                                 3     Winston Churchill & Helen Keller got     it right....
+                                                                     4    Alliance DefinitionA formal or informal agreeme...
+ Success Question #1:                                                     5  What’s your experience with  strategic allia...
+                                                                 6     Kinds of Alliances      Personal      Political ...
+                                                                             7     What’s a successful alliance?      Wo...
+                                                                             8     Success Question #2:What’s your     su...
+ What does a handshake have to do with                           9  successful alliances? Everything!           Has goal...
+                                                                 10     Today’s Challenge: Find a Potential Ally       Us...
+                                                                 11     Alliance Handshake Strategy™      Select a goal ...
+                                                                 12     General Alliance Stats         Thousands of alli...
+                                                                             13     BSC Alliance Success Stats         N...
+ Handshake Strategy Step 1                                       14     Select a Goal & Envision Success           ID Ob...
+                                                                                                           15    What You...
Why Businesses Form AlliancesCompanies report 18% of revenue is from their alliances.                     o Increase profi...
+                                                                 17     Sales Alliance Goals      Sell   existing or new...
+                                                                 18     Marketing Alliance Goals      Cross             ...
+                                                                 19     Marketing Alliance Goals      Cooperative       ...
+                                                                                 20    SXSW Alliances Example    Meeting ...
+                                                                                                              21     Oper...
+                                                                               22     Funding Alliance Goals      Equity...
+                                                                                  23    ID the Goal of this Alliance    I...
Go Wrong                                      Between 30-60% of alliances fail.                            Timing Bad     ...
+ Handshake Strategy Step 2                                       25     Understand Timing; Begin Early      Decide     w...
Have Enough Time to Manage the Alliance                                     Plan it, work it, stay on top of it           ...
+                                                                 27    Examples of Timing & Agreements                   ...
+ Handshake Strategy Step 3                                       28    Choose a Platinum Profile™ Ally     Not          ...
+                                                                 29     Selecting Allies      Two Possibilities         ...
Why go to the time & trouble to find the      right allies?                           Shorter lifecycles for products and ...
+                                                                 31     Major Risks of Bad Allies         Technology lea...
+                                                                                                         32    The Perfec...
+                                                                                         33     Types of Allies     Co-op...
+                                                                                            34     Co-opetition & Complem...
+                                                                                        35     Complementor Example      ...
36                     Choose a goal and find                     a potential ally.©Business Success Center, Austin, TX 20...
+ Handshake Strategy Step 4                                                                    37         Choose a Win-Win...
+                                                                            38     Formal Alliances         Legally Spea...
+ Handshake Strategy Step 5                                                                              39     Plan for P...
+                                                                                                    40     Early Warnings...
+ Handshake Strategy Step 6                                                                      41         Set Rules & Re...
Martin Luther King told us…                                                                                               ...
+ Handshake Strategy Step 7                                       43     Plan an Exit             Know what is “Mission A...
+                                                                 44    Success Question #3:    Do you have all of these? ...
45                                                                    Next Steps          Get started on the steps you ha...
+                                                                 46     JFK knew the value of alliances.“Where nature mak...
+        Here’s to          your        success!Jan Tripletttriplett@runitright.bizBlog: http://www.ownersview.com512-933-...
+                                                                 48©Business Success Center, Austin, TX 2012. All rights ...
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Handshake Strategy: Create Successful Alliances BSC RISEAustin 2012

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30-60% of strategic partnerships and alliances fail because of no system or a poor one. Successful alliances can bring in sales, identify funding sources, and save operational time and costs. Handshake Strategy™ is a 7-step process to improve your success and meet goals.

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  • Basically from Investorwords.com and Business Alliance Guide by Lynch
  • What’s your job? Owner/Executive Manager StaffWhat’s your primary goal today? See if my existing alliances are on course Improve them Learn how to start oneHow many Strategic Alliances have you been part of? None 1-5 More than 5Have your alliances been successful?Yes No Don’t know yet Hard to tell
  • Do it right once, you can do it again and again & succeed
  • From 2005 study by Cool and Roos The Role of Alliances in Corporate Strategy quoted by Steinhilber in Strategic Alliances also from Steinhilber
  • Need for or to leverage resourcesDownsizingReduce Production costs & R&DWorld class status goalsAchieve advantages of scale, scope & speedEnhance product developmentDiversify Create new businesses
  • Traffic & Exposure (Sales rep, channel partner or sponsor relationship)Dollars back Sales push (off invoice)
  • http://www.youtube.com/watch?v=ikiJN316kvA KUT & YNN Metoerologist
  • Dell & Intel
  • ContractsEmployment agreements
  • Basically from Investorwords.com and Business Alliance Guide by Lynch
  • SalesLocate near each other - Food court, Marine repair (Keema, TX), Japan’s business streets,IBIZ Districts, Enterprise Zones,Joint marketing efforts Coupon book for restaurants,Shared adCross promotion, joint events/activitiesHealth fairs, trade shows, hiring fairs, workshopsOperationsJoint negotiations for suppliesShared staffShared resources
  • Kappabashi street of restaurant supplies & Airbus
  • Kappabashi street of restaurant supplies & Airbus
  • Activity
  • Ad for how things connect – investment company ad http://www.youtube.com/watch?v=bjBrdfTwXqQ (video has been removed fro you tube)
  • Transcript of "Handshake Strategy: Create Successful Alliances BSC RISEAustin 2012"

    1. 1. + 1©Business Success Center, Austin, TX 2012. All rights reserved.
    2. 2. + Handshake Strategy Successful Strategic Alliances Presenter Jan Triplett, Ph.D. CEO, Business Success Center Sales, Marketing & Financial Strategy #HandshakeDAA©Business Success Center, Austin, TX 2012. All rights reserved. 2
    3. 3. + 3 Winston Churchill & Helen Keller got it right.“If we are together, nothing isimpossible. If we are divided all willfail.” “Alone we can do so little; together we can do so much.”©Business Success Center, Austin, TX 2012. All rights reserved.
    4. 4. + 4 Alliance DefinitionA formal or informal agreementbetween two or more individuals orentities to achieve a common goal. They are NOT Free! They have costs and they must be worth the effort. ©Business Success Center, Austin, TX 2012. All rights reserved.
    5. 5. + Success Question #1: 5 What’s your experience with strategic alliances? What’s your experience level with strategic alliances?  Beginner/just getting started/thinking about doing an alliance  Set up & run at least 1 successful alliance  Know a lot & looking to refresh my skills & get new info  Need help  See no point in them for us  None of the above©Business Success Center, Austin, TX 2012. All rights reserved.
    6. 6. + 6 Kinds of Alliances  Personal  Political  Business  Combination of all©Business Success Center, Austin, TX 2012. All rights reserved.
    7. 7. + 7 What’s a successful alliance?  Works long enough to accomplish something.  Does no harm.  Breaks even in terms of expenses.  Everyone goes into it with their eyes wide open.©Business Success Center, Austin, TX 2012. All rights reserved.
    8. 8. + 8 Success Question #2:What’s your success with strategic alliances?  How many Strategic Alliances have you been part of? None 1-5 More than 5  What’s your job been in an alliance? Create it Work it Manage it  Have your alliances been successful? Yes No Got Examples? Don’t know yet Hard to tell©Business Success Center, Austin, TX 2012. All rights reserved.
    9. 9. + What does a handshake have to do with 9 successful alliances? Everything!  Has goals  Requires “partners”  Has rules which may differ but everyone has to agree on them for the handshake to be effective  Shows trust; not given to all  Requires work to accomplish those goals©Business Success Center, Austin, TX 2012. All rights reserved.
    10. 10. + 10 Today’s Challenge: Find a Potential Ally Use the Strategic Alliance Survey to help you find someone you think you want to work with.©Business Success Center, Austin, TX 2012. All rights reserved.
    11. 11. + 11 Alliance Handshake Strategy™  Select a goal  Understand the time required  Choose the right ally or allies  Choose the right form of alliance  Expect changes & plan for them  Set up rules & communicate them  See the exit©Business Success Center, Austin, TX 2012. All rights reserved.
    12. 12. + 12 General Alliance Stats  Thousands of alliances formed each year  15% annual growth  60% fail  1/3 report alliances are a struggle  9% build successful alliances Top successful alliances added $72 Billion over 2 yrs. Bad alliances cost companies $43 Billion. (Harvard/Accenture study)©Business Success Center, Austin, TX 2012. All rights reserved.
    13. 13. + 13 BSC Alliance Success Stats  Networking —First job, RISE Austin 2011, Community activist, Networker’s Guide to Success, Easy to Be Green  Cooperative competition — Austin Technology Incubator (contract), Attorney (speaking), Thinking Big, Staying Small (co- author), Texas Entrepreneur Network First Looks Mentor  Sales Rep — Virtual Marketing Director  Co-op marketing for clients and with clients  Acquisition — Entrepreneurs’ Association  Trading Company — 2 international trade missions, Japanese colleague©Business Success Center, Austin, TX 2012. All rights reserved.
    14. 14. + Handshake Strategy Step 1 14 Select a Goal & Envision Success  ID Objectives & Milestones  Choose a goal that is:  Observable  Measurable  Verifiable©Business Success Center, Austin, TX 2012. All rights reserved.
    15. 15. + 15 What You Can Accomplish with an Ally Goals Potential Problems  More or better sales  Limits to cooperation  Learning/Skill building  Conflict/disharmony (can be ok)  Cost reduction  End up weaker than ally  Risk reduction  Shared work ©Business Success Center, Austin, TX 2012. All rights reserved.
    16. 16. Why Businesses Form AlliancesCompanies report 18% of revenue is from their alliances. o Increase profits + o Meet threats & improve sales o Take advantage of opportunities ©Business Success Center, Austin, TX 2012. All rights reserved. 16
    17. 17. + 17 Sales Alliance Goals  Sell existing or new products & services to:  New customers (for all allies)  Existing customers (of allies) — Cross Sell Partner©Business Success Center, Austin, TX 2012. All rights reserved.
    18. 18. + 18 Marketing Alliance Goals  Cross or Joint Marketing Alliances  Keep competitors out  Share marketing costs  Share distribution costs©Business Success Center, Austin, TX 2012. All rights reserved.
    19. 19. + 19 Marketing Alliance Goals  Cooperative Marketing  Traffic & Exposure  Dollars Back  Sales Push  Credibility©Business Success Center, Austin, TX 2012. All rights reserved.
    20. 20. + 20 SXSW Alliances Example Meeting Your Goal  Before  Arranging something ahead of time and working it with your allies  With exhibitor; with presenter  During  Looking for an ally to help you achieve a goal during the event  At a meeting, workshop, standing in line, event  After  Looking for an ally at the event to help you achieve a goal you are working on or an opportunity  Observing & talking to colleagues about potential allies©Business Success Center, Austin, TX 2012. All rights reserved.
    21. 21. + 21 Operations Alliance Goals Operational Alliances  Design collaboration  Keep competition out  Establish standards  Lobby for regulations  Lower costs/higher profits  Provide services for each other  Employee sharing  Private Label  Shared Stock Purchases  Joint production/teaming, link operation & purchases, cross training http://www.youtube.com/watch?v=aGurNvxMLPg©Business Success Center, Austin, TX 2012. All rights reserved.
    22. 22. + 22 Funding Alliance Goals  Equity Partner  Angel Investor NOT A BANK!  OEM/VAR  Channel Partner©Business Success Center, Austin, TX 2012. All rights reserved.
    23. 23. + 23 ID the Goal of this Alliance Is there more than one? http://www.youtube.com/watch?v=ikiJN316kvA©Business Success Center, Austin, TX 2012. All rights reserved.
    24. 24. Go Wrong Between 30-60% of alliances fail. Timing Bad + Too weak a “partner” Priorities not shared Roles & responsibilities unclear©Business Success Center, Austin, TX 2012. All rights reserved. 24
    25. 25. + Handshake Strategy Step 2 25 Understand Timing; Begin Early  Decide what time is available to achieve goal & run the alliance  Once  Trial  Periodic  ShortTime  Long Time  Leave time to create agreements & train staff & up management system BE REALISTIC. Double the time you think it will take.©Business Success Center, Austin, TX 2012. All rights reserved.
    26. 26. Have Enough Time to Manage the Alliance Plan it, work it, stay on top of it Successful Alliances: Build trust Leverage Strengths Minimize Weaknesses + Successful Alliances are: Controllable Diagnosable/Fixable Predictable Replicable Trainable Valuable©Business Success Center, Austin, TX 2012. All rights reserved. 26
    27. 27. + 27 Examples of Timing & Agreements o Non-Disclosure Agreement (NDA) o Teaming Agreement o Joint Venture Agreement o Employee Sharing Agreement o Stock Purchase Agreement o Agreement Among Stockholders Agreement o Subscription Agreement o Employment Agreement o User License Agreement (ULA)©Business Success Center, Austin, TX 2012. All rights reserved.
    28. 28. + Handshake Strategy Step 3 28 Choose a Platinum Profile™ Ally  Not too big; not too small  Not too strong; not too weak  Just right for you©Business Success Center, Austin, TX 2012. All rights reserved.
    29. 29. + 29 Selecting Allies  Two Possibilities  Choose your allies  Be chosen to be an ally©Business Success Center, Austin, TX 2012. All rights reserved.
    30. 30. Why go to the time & trouble to find the right allies? Shorter lifecycles for products and services Reach the market anytime, anywhere faster & easier + Customers demand more integrated solutions©Business Success Center, Austin, TX 2012. All rights reserved. 30
    31. 31. + 31 Major Risks of Bad Allies  Technology leaks  Stealing  Provides vital info on future plans  Customers switch to competitor  Delays decision making  Asset sales below market value  Fake alliance  Alliance “float” — ally fails to deliver©Business Success Center, Austin, TX 2012. All rights reserved.
    32. 32. + 32 The Perfect Match Profile Verify  Make sure your allies have: Do your due diligence  Complementary strengths  Check them out with those  Limited weaknesses & not the same as yours you trust  Find out about their  Allies should match your experience & attitudes to preferred profile alliances  Demographics  Psychographics  Risk tolerance  World view  Growth approach  Ethics & culture (game)  Management & decision making style ©Business Success Center, Austin, TX 2012. All rights reserved.
    33. 33. + 33 Types of Allies Co-opetition*: cooperating with your competition for mutual gain. Complementors: companies & products that boost each other *Term adopted by Brandenburger & Nalebuff originally from Ray Noorda, founder of Novell Networking Software©Business Success Center, Austin, TX 2012. All rights reserved.
    34. 34. + 34 Co-opetition & Complementor Examples Keemah, TX Boat Repair Kappabashi Street, Tokyo©Business Success Center, Austin, TX 2012. All rights reserved.
    35. 35. + 35 Complementor Example http://www.youtube.com/watch?v=yl5jU7srXA4©Business Success Center, Austin, TX 2012. All rights reserved.
    36. 36. 36 Choose a goal and find a potential ally.©Business Success Center, Austin, TX 2012. All rights reserved.
    37. 37. + Handshake Strategy Step 4 37 Choose a Win-Win Alliance Form Choose the right form for your goal  Informal  P2P or B2B  Handshake  All are REALLY P2P  Verbal  Formal  Signed mutual agreement of understanding  Legal contract©Business Success Center, Austin, TX 2012. All All rights reserved. ©Business Success Center, Austin, TX 2012. rights reserved.
    38. 38. + 38 Formal Alliances  Legally Speaking  Equity Partner  Franchise/License  Merger/Acquisition  Spider Web/Serial Entrepreneur  Trading Partner  Keiretsu/Shudan  Business Formation  Partnerships  Corporations  Joint Venture The Handshake Alliance — in TX verbal & handshakes are legal contracts©Business Success Center, Austin, TX 2012. All rights reserved.
    39. 39. + Handshake Strategy Step 5 39 Plan for Problems & Changes  Monitor  Validate  Short Term Milestones  Getting through the differences  Long Term Milestones  Not giving away too much  Training & re-training everyone  Measure in the alliance  Initial Metrics  Sharing power  Short Term Metrics  Communication goes both ways  Long Term Metrics©Business Success Center, Austin, TX 2012. All rights reserved.
    40. 40. + 40 Early Warnings of Trouble  Priorities misplaced — Me first, You last  Lack of trust  Missed deadlines  Roles confused  Team conflicts  Win-lose position of ally  Cost overruns  Missed goals & milestones Why you need a contingency plan.©Business Success Center, Austin, TX 2012. All rights reserved.
    41. 41. + Handshake Strategy Step 6 41 Set Rules & Responsibilities  Authority  Who’s in charge?  Marketing  Who decides?  Sales  How it’s done?  Finance  Who pays & where it stays?  Assets  Who owns what?  Personnel  Who works & how long? ©Business Success Center, Austin, TX 2012. All©Business Success Center, Austin, TX 2012. All rights reserved. rights reserved.
    42. 42. Martin Luther King told us… 42 “All progress is precarious, and the solution of one problem brings us face to face with another problem.” “Change does not roll in on wheels of inevitability, but comes through continuous struggle.”©Business Success Center, Austin, TX 2012. All rights reserved.
    43. 43. + Handshake Strategy Step 7 43 Plan an Exit  Know what is “Mission Accomplished”  Reap the benefits  Have a way out (transfer, transform, exit)  Have a contingency plan©Business Success Center, Austin, TX 2012. All rights reserved.
    44. 44. + 44 Success Question #3: Do you have all of these? Check off what you have in place. g Profile System to select the right allies & a process to choose them and be chosen g Rules & responsibilities set up & working g Metrics & an Early Warning System g Contingency Plan (B, C, D) g Exit Strategy that all agree to©Business Success Center, Austin, TX 2012. All rights reserved.
    45. 45. 45 Next Steps  Get started on the steps you haven’t completed.  Test & validate all your Handshake Strategy steps. Use them.  Examine critically the strategic alliances you have in place now. Look for warning signals. Make changes as necessary.  Consider Reading:  Blue Ocean Strategy by Kim & Mauborgne  Business Alliance Guide by Lynch  Developing Strategic Alliances by Rigsbee  Handshake Strategy by Triplett  Networker’s Guide to Success by Triplett  Strategic Partnerships by Wallace Email me (triplett@runitright.biz) your questions or to set a time to talk. The initial meeting is free.©Business Success Center, Austin, TXTX 2012. All rights reserved. ©Business Success Center, Austin, 2012. All rights reserved.
    46. 46. + 46 JFK knew the value of alliances.“Where nature makes naturalallies of us all, …beneficialrelations are possible evenwith those with whom we mostdeeply disagree, and this mustsomeday be the basis of worldpeace and world law.”©Business Success Center, Austin, TX 2012. All rights reserved.
    47. 47. + Here’s to your success!Jan Tripletttriplett@runitright.bizBlog: http://www.ownersview.com512-933-1983#HandshakeDAA 4©Business Success Center, Austin, TX 2012. All rights reserved. 7
    48. 48. + 48©Business Success Center, Austin, TX 2012. All rights reserved.

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