Shamelessselfpromotion 12657562896906 Phpapp02

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Shamelessselfpromotion 12657562896906 Phpapp02

  1. 1. Shameless Self-Promotion for Alliance Managers Jan Twombly, CSAP President, The Rhythm of Business Chairperson, ASAP Global Marketing Committee
  2. 2. Increasing Role of Alliances ► Increasing percentage of revenues from collaborative relationships and alliances ■ 60 – 70% of revenue in some companies ► Increasing percentage of new products sourced from outside the company ■ 50% of new P&G products ► Increasing source of capabilities ■ Outsourcing entire business processes © 2010 The Rhythm of Business, Inc. 2
  3. 3. The organization today needs ever more people with collaborative skills and who understand the discipline of alliance management Joint Ventures Preferred Outsource Suppliers Partners Collaboration Collaboration Collaboration Collaboration Your Customers Organization Collaboration Collaboration Collaboration Global Licensing Affiliates Partners Strategic Alliances © 2010 The Rhythm of Business, Inc. 3
  4. 4. What is alliance management? A Career A Job A Responsibility A LinkedIn search for “alliance manager” turns up 114K names! © 2010 The Rhythm of Business, Inc. © 2010 The Rhythm of Business, Inc. 4
  5. 5. Is alliance management growing as a profession? ►Number of alliances continues to grow (Source: Strategic alliances to dominate M&A in 2010, Duff & Phelps) ►Investments in alliance management are stable ►Number of companies with no fulltime alliance professionals increasing (Source: The Third State of Alliance Management Study) © 2010 The Rhythm of Business, Inc. 5
  6. 6. Three Questions Facing Alliance Managers 1. How do you define your role? 2. What value do you bring? 3. How to get alliance management recognized by the CEO as a distinct and necessary management specialization? © 2010 The Rhythm of Business, Inc. 6
  7. 7. Take control! Start Define Demonstrate your job your value Make people Assess and aware. Be learn visible and accessible © 2010 The Rhythm of Business, Inc. 7
  8. 8. Define Your Job © 2010 The Rhythm of Business, Inc. 8
  9. 9. Alliance Manager as Choreographer 1. Maintaining continuity of intentions, motivations and relationships 2. Coaching and guiding stakeholders in effective collaboration 3. Maintaining a single, comprehensive view of the relationship 4. Ensuring internal alignment and readiness before engaging partner 5. Facilitating communication and decision making 6. Pre-empting issues, facilitating conflict resolution, managing escalation 7. Monitoring milestones and metrics 8. Supporting alliance teams in operational and financial negotiations 9. Managing governance structures and processes 10.Understanding partners’ interests and communicating the implications for company’s interests © 2010 The Rhythm of Business, Inc. 9
  10. 10. Rallying people and their resources to achieve the vision of the alliance
  11. 11. Tell me what you do? What value do you bring? © 2010 The Rhythm of Business, Inc. 11
  12. 12. 30 seconds with the CEO Pair up and help each other develop an elevator pitch – a 30 second description of what you do as an alliance manager and the value you add © 2010 The Rhythm of Business, Inc. 12
  13. 13. Demonstrate Your Value © 2010 The Rhythm of Business, Inc. 13
  14. 14. Common Alliance Management Mission Keep alliances from failing for non-technical reasons Maximize value from alliances © 2010 The Rhythm of Business, Inc. 14
  15. 15. In what ways do alliance managers create value? © 2010 The Rhythm of Business, Inc. 15
  16. 16. Mission and Impact Strategic Intent Positive Impact Stakeholder Alignment Value Creation Governance Financial Alliance Effectiveness Alliance Collaborative Risk Mitigation Management Ability Excellence Alliance management focuses on producing both current and long term financial value by increasing alliance effectiveness and guarding against risks © 2010 The Rhythm of Business, Inc. 16
  17. 17. Create Awareness by being Visible and Accessible © 2010 The Rhythm of Business, Inc. 17
  18. 18. Basic Communication Plan ► Help your boss “get it” ► Get an intranet page and brochure for the function ► Get a LinkedIn page for you and join the ASAP Group ► Write a few articles for the company newsletter ► Invite colleagues to presentations about collaboration and alliances ► Seek out opportunities to build relationships with key stakeholders © 2010 The Rhythm of Business, Inc. 18
  19. 19. Advanced Communication Plan ► Create a “State of the Alliances Report” from annual alliance review and planning sessions ► Distribute an “Executive Briefing” with updates on major alliances monthly ► Get invited to key staff meetings at least once a quarter to report on alliances ► Cultivate relationships with key executives © 2010 The Rhythm of Business, Inc. 19
  20. 20. Failure to communicate is not an option! ► What can you do before end of Q1 to raise awareness of the AM Group? ► What should happen before the end of the year? ► Build a communication plan for your AM Group © 2010 The Rhythm of Business, Inc. 20
  21. 21. Alliance Management’s Communication Plan Description Frequency Originator Recipients Content © 2010 The Rhythm of Business, Inc. 21
  22. 22. Assess and Learn © 2010 The Rhythm of Business, Inc. 22
  23. 23. Positive Impact Score ► A variation on customer satisfaction/loyalty ► Methodology based on the “one question” principle ► Measures the impact alliance managers have had on the outcomes achieved by alliance teams ► Looks at value created from the 100 teams’ (customers’) perspective ► Identifies non-value add activities © 2010 The Rhythm of Business, Inc. 23
  24. 24. © 2010 The Rhythm of Business, Inc. 24
  25. 25. Metrics Create Credibility Positive Difference in Outcomes Because of Alliance Management Actions 30 25 Number of Respondents 20 15 10 5 0 0 1 2 3 4 5 6 7 8 9 10 Not at all likely Extremely likely Positive Impact Score Use multiple lenses to get a clear sense of the value your colleagues acknowledge alliance management has had a hand in creating © 2010 The Rhythm of Business, Inc. 25
  26. 26. The organization today needs ever more people with collaborative skills and who understand the discipline of alliance management © 2010 The Rhythm of Business, Inc. 26
  27. 27. Which Path Will You Take? © 2010 The Rhythm of Business, Inc. 27

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