Creating and Managing Strategic Alliances Gene Slowinski, Ph.D. Director, Strategic Alliance...
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Creating and Managing Strategic Alliances Gene Slowinski, Ph.D. Director, Strategic Alliance Research Rutgers University & Alliance Management Group, Inc. www.strategicalliance.com (908) 234-2344
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Transcript of Creating and Managing Strategic Alliances Gene Slowinski, Ph.D. Director, Strategic Alliance...
Creating and Managing Strategic Alliances
Gene Slowinski, Ph.D.
Director, Strategic Alliance ResearchRutgers University
&Alliance Management Group, Inc.
www.strategicalliance.com(908) 234-2344
Creating and ManagingStrategic Alliances
• The strategic use of alliances
• Best practices for building successful alliances
– Alliance Framework – planning and structuring
– Alliance Implementation Program - implementing
The Strategic Use of AlliancesThe Traditional Model
IBMHP/Compaq
The Strategic Use of AlliancesThe Network Model
IBM HP/Compaq
The Strategic Use of AlliancesA Strategic Approach to the Erythropoetin Market:
Chugai Corporation
Genetics Institute
R&D
Chugai
Manufacturing
Pharmacia
Name Recognition Distribution
Competitive PositioningHow Wall Street will value a firm’s portfolio of alliances
BiotechBioinformatics Global Channel
PartnersE-commerce
Merck
Pfizer
Ortho
GlaxoSmithKline
Creating and ManagingStrategic Alliances
• The strategic use of alliances
• Best practices for building successful alliances
– Alliance Framework – planning and structuring
– Alliance Implementation Program - implementing
Alliance FrameworkSM
• A rigorous process for planning and negotiating an alliance.
• Goal is to develop a high quality deal quickly or, to understand that a deal is not possible ... quickly.
• Requires internal commitment from all key internal stakeholders (anyone with a budgetable resource).
• Accelerates implementation because implementers are part of the Alliance Framework team.
• Works best when both firms use the process.
Why Alliances go bad !
Company A Company B
Alliance Framework Elements
• Summary of business plan• Objectives• Roles• Resources • Boundary conditions• Complete market model• Exclusivity• Intersections• Intellectual property• Financial distribution model• Joint management processes• Term and termination
Strategic Fit Elements:
Creating and ManagingStrategic Alliances
• The strategic use of alliances
• Best practices for building successful alliances
– Alliance Framework – planning and structuring
– Alliance Implementation Program – implementing
– Joint negotiators presentation
–Decision making analysis
–Conflict resolution
Business Development Presentation
Team member – Company A
Business Development Presentation
Team member – Company B
Creating and ManagingStrategic Alliances
• The strategic use of alliances
• Best practices for building successful alliances
– Alliance Framework – planning and structuring
– Alliance Implementation Program – implementing
– Joint negotiators presentation
–Decision making analysis
–Conflict resolution
Decision Making Analysis
Copyright © 2003 Alliance Management Group all rights reserved. These materials may not be reproduced or distributed in any manner without the express written permission of the Alliance Management Group.
How are decisions made in your company?
Characteristic Key people Formal process
Informal process
Time to decision
Capital request >50K
Hire/Replace Employees
Project funding
???
Creating and ManagingStrategic Alliances
• The strategic use of alliances
• Best practices for building successful alliances
– Alliance Framework – planning and structuring
– Alliance Implementation Program – implementing
– Joint negotiators presentation
–Decision making analysis
–Conflict resolution
Anatomy of an AllianceThe Early Days
Company A
X Functional team
Company B
X Functional team
Anatomy of an AllianceMature alliance
Company A
X Functional team
Company B
X Functional team
Alliances are a cascade of covenants between people. These covenants are dynamic and complex.
Expectation Mapping Worksheet
Copyright © 2003 Alliance Management Group all rights reserved. These materials may not be reproduced or distributed in any manner without the express written permission of the Alliance Management Group.
With what priority?
Which tasks will be done cooperatively with me?
E
D
C
B
A
What tasks am I expected to perform?
Expectation Mapping Worksheet
Copyright © 2003 Alliance Management Group all rights reserved. These materials may not be reproduced or distributed in any manner without the express written permission of the Alliance Management Group.
With what priority?
Which tasks will be done cooperatively with me?
E
D
C
B
A
What tasks will my counterpart perform?
Thank You !
