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Creating and Managing Strategic Alliances

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. Creating and Managing Strategic Alliances. The strategic use of alliances

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Creating and Managing Strategic Alliances

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  1. 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

  2. Creating and ManagingStrategic Alliances • The strategic use of alliances • Best practices for building successful alliances • Alliance Framework – planning and structuring • Alliance Implementation Program - implementing

  3. The Strategic Use of Alliances The Traditional Model HP/Compaq IBM

  4. The Strategic Use of Alliances The Network Model IBM HP/Compaq

  5. The Strategic Use of Alliances A Strategic Approach to the Erythropoetin Market:Chugai Corporation Chugai Genetics Institute R&D Manufacturing Pharmacia Name Recognition Distribution

  6. Unit of Analysis Company A Business Unit Brand or Therapeutic Area Technology Platform

  7. Competitive PositioningHow Wall Street will value a firm’s portfolio of alliancesUnit of Analysis = Diabetes Care Global Channel Partners E-commerce Bioinformatics Biotech Merck Pfizer Eli Lilly GlaxoSmithKline

  8. Creating and ManagingStrategic Alliances • The strategic use of alliances • Best practices for building successful alliances • Alliance Framework – planning and structuring • Alliance Implementation Program - implementing

  9. Alliance Framework® • 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.

  10. Why Alliances go bad ! Company A Company B

  11. Alliance Framework Elements Typical Elements: • Business plan summary • Objectives (ours, theirs) • Roles (ours, theirs) • Overall resources • Boundaries • Market model • Exclusivity • Intersections • Detailed objectives and detailed resources • Financial pie-split • Intellectual property • Working process and governance • Term and termination

  12. 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

  13. Business Development Presentation • Team member – Company A

  14. Business Development Presentation • Team member – Company B

  15. 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

  16. Decision Making Analysis How are decisions made in your company?

  17. 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

  18. Anatomy of an Alliance The Early Days Company A Company B X Functional team X Functional team

  19. Anatomy of an Alliance Mature alliance Company A Company B X Functional team X Functional team Alliances are a cascade of covenants between people. These covenants are dynamic and complex.

  20. Expectation Mapping Worksheet What tasks am I expected to perform? A B C D E With what priority? Which tasks will be done cooperatively with me?

  21. Expectation Mapping Worksheet What tasks will my counterpart perform? A B C D E With what priority? Which tasks will be done cooperatively with me?

  22. Thank You !

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