Download - Findng & Working Strategic Alliances
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Strategic AlliancesPresenter Jan Triplett, Ph.D.CEO, Business Success CenterSales, Marketing & Financial Strategy
©Business Success Center, Austin, TX 2010. All rights reserved
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Friend/Life Saver Network Addition Cross Marketing Ally Shared “Manufacturing” Expense Joint Venture
5 Ways to Use Alliances
©Business Success Center, Austin, TX 2010. All rights reserved
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Goals — who wants what Responsibilities — who does what Rules — including culture (business &
personal)
The right strategic alliance depends on…
©Business Success Center, Austin, TX 2010. All rights reserved
What are you and they willing to do or not do?
©Business Success Center, Austin, TX 2010. All rights reserved
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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?
©Business Success Center, Austin, TX 2010. All rights reserved
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
©Business Success Center, Austin, TX 2010. All rights reserved
What you can get from an ally
©Business Success Center, Austin, TX 2010. All rights reserved
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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
©Business Success Center, Austin, TX 2010. All rights reserved
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Here’s to your success!
Jan Triplett
Blog: http://www.ownersview.com933-1983
