Creating and Managing Strategic Alliances - PowerPoint PPT Presentation

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Creating and Managing Strategic Alliances

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Best practices for building successful alliances. Alliance Framework planning and structuring ... Brand or Therapeutic Area. Company A. Competitive Positioning ... – PowerPoint PPT presentation

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Title: Creating and Managing Strategic Alliances


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
MarketChugai Corporation
Chugai
Genetics Institute
RD
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 firms 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
(No Transcript)
13
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

14
Business Development Presentation
  • Team member Company A

15
Business Development Presentation
  • Team member Company B

16
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

17
Decision Making Analysis
How are decisions made in your company?
18
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

19
Anatomy of an Alliance
The Early Days
Company A
Company B
X Functional team
X Functional team
20
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.
21
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?










22
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?










23
  • Thank You !
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