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.

1. 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

2. 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

3. 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

4. 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

5. 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

6. 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

7. 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

8. 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