findng & working strategic alliances
DESCRIPTION
If you're going to use strategic alliances know your options and choose wisely. Start with your goal and then find the right match. Know the "Rules of Engagement". Slides include a bibliography of recommended books on the subject.TRANSCRIPT
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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
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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