findng & working strategic alliances

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Strategic AlliancesPresenter Jan Triplett, Ph.D.CEO, Business Success CenterSales, Marketing & Financial Strategy

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Friend/Life Saver Network Addition Cross Marketing Ally Shared “Manufacturing” Expense Joint Venture

5 Ways to Use Alliances

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Goals — who wants what Responsibilities — who does what Rules — including culture (business &

personal)

The right strategic alliance depends on…

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What are you and they willing to do or not do?

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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?

Successful Examples

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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?

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Issues to Consider

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Cooperative competition

Learning component

Skill building Cost reduction Risk reduction

Limits to cooperation Conflict/disharmony

(can be ok) End up weaker than

ally

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What you can get from an ally

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Worth ReadingIntelligent Business Alliances by Segil

Blue Ocean Strategy by Kim & MauborgneDeveloping Strategic Alliances by Rigsbee

Strategic Alliances by SteinhilberHarvard Review of Strategic Alliances

Mastering Alliance Strategy by Bamford

30-60% of alliances fail

— Bamford

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Here’s to your success!

Jan Tripletttriplett@runitright.biz

Jan Triplett

Blog: http://www.ownersview.com933-1983