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The Science of Alliance

The Science of Alliance. November 2013. Expectations. Make it easier to engage with customers in a more co-ordinated way Move up the value chain Handle the issue of ‘co- opetition ’ Help us work more closely together Improve joint planning Capitalise on understanding each other better.

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The Science of Alliance

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  1. The Science of Alliance November 2013

  2. Expectations • Make it easier to engage with customers in a more co-ordinated way • Move up the value chain • Handle the issue of ‘co-opetition’ • Help us work more closely together • Improve joint planning • Capitalise on understanding each other better The Science of Alliance

  3. Agenda for this Meeting • Thought-starter on making partner or alliance arrangements work • Look at the human dimensions • Understand the impact of behavioural style • Interpret aspects of my own style • Undertake some joint planning with references to styles The Science of Alliance

  4. The Science of Alliance • The race for the world • The race for the future “No one can go it alone” Hamel & Doz The Science of Alliance

  5. The Business Drivers Behind Alliances • To build critical mass and capability in chosen markets without adding resources • To differentiate through process, not product innovation • To lock in customers and co-suppliers and lock out competition The Science of Alliance

  6. The Business Drivers Behind Alliances • To piggyback distribution and market intelligence • To leverage their customer base and stretch their brands • To gain relatively low-cost, low-risk entry to new markets • To meet expectations of stakeholders The Science of Alliance

  7. Common Issues in Alliances • Transparency • Unequal partners and their shifting commercial value • Changing or unclear business objectives • Turnover of key players in the relationship The Science of Alliance

  8. More Common Issues in Alliances • Unrealistic expectations • Culture- or values-driven antipathy • Communication/conflict/escalation systems • Confusion about strategy and inter-dependence The Science of Alliance

  9. Contact Details Contact details Peter Grundy Managing Director the Partnership 01634 846992 07956 667233 peter.grundy@the-partnership.com The Science of Alliance

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