lawrence bennett - growth through partnerships
TRANSCRIPT
Growth Through Partnerships
Biased Inconsistent Ineffective
Smart Fast Straightforward
Trussle- the very short version
What Are Strategic Partnership’s Exactly?
The collaboration continuum
Transactional Agreement
Strategic Partnership
Joint Venture
M&A
What are their primary characteristics
● Long term commitment
What are their primary characteristics
● Long term commitment
● Reciprocal
What are their primary characteristics
● Long term commitment
● Reciprocal
● Shared Strategy
What are they supposed to accomplish
“Created shared value through combined risk, funding and
resource”
Why Bother?
Moat building
Defensibility
Limited relevant partners
Switching Costs
Builds competency
Defensibility
Limited relevant partners
Switching Costs
Builds competency
Cash
Predictable
‘Cash-kind’
Efficient
Cash = king
Defensibility
Limited relevant partners
Switching Costs
Builds competency
Cash
Predictable
‘Cash-kind’
Efficient
Borrow credibility
Credibility
Brand-Building
New Company Jitters
SEO
Why Partnerships Fail
As many as 70 percent of strategic alliances fail*
Source: Mastering Alliance Strategy: A Comprehensive Guide to Design, Management, and Organization, 2003
1. The Need Goes Unchallenged
1. The Need Goes Unchallenged
2. Partnership Goals Not Laid Bare
1. The Need Goes Unchallenged
2. Partnership Goals Not Laid Bare
3. Partner Incompatibility
1. The Need Goes Unchallenged
2. Partnership Goals Not Laid Bare
3. Partner Incompatibility
4. Partnership Boosts Weaknesses or
Underutilises Strengths
Who To Partner With?
WHO...Are your customers?
WHO...Are your customers?
Else are they speaking to?
WHO...Are your customers?
Else are they speaking to?
Who is offering a complimentary product?
WHO...Are your customers?
Else are they speaking to?
Who is offering a complimentary product?
Could you offer value to?
Looking to buy
Articles & blogs
Property portals
Comparison sites
Credit report
Estate agents
New home
Example- Zoopla
Product Augmentation Ultra-relevant timing/audience
