Mastering Alliance Strategy : A Comprehensive Guide to Design, Management, and Organization
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Description
Successful business alliances today are critical to the competitive advantage of many companies. "Mastering Alliance Strategy" presents state-of-the-art thinking and practices for using partnerships effectively. This essential resource will help you understand and use alliances better, whether you are a new or seasoned alliance professional, a business-development specialist, a line manager, or a top executive. The authors argue that the secrets to success lie not solely in the intricacies of a deal but also in the strategy and organization behind the deal. They draw ideas and tools from years of research and reporting on four elements that are key to an effective alliance strategy: Designing the alliance and crafting the agreement; Managing the alliance after it is launched; Leveraging a constellation of alliances; and, Building an internal alliance capability.
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Product details
- Hardback | 432 pages
- 155 x 235 x 31mm | 782g
- 10 Jan 2003
- John Wiley & Sons Inc
- Jossey-Bass Inc.,U.S.
- New York, United States
- English
- 1. Auflage
- 078796462X
- 9780787964627
- 1,039,411
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"Mastering Alliance Strategy is by far the most practical and comprehensive book ever written on building and managing alliances. It will be equally useful to CEOs, line managers, and specialists in any company that has or plans to have alliances." --Sumantra Ghoshal, professor, London Business School; coauthor, Managing Across Borders
Successful business alliances today are critical to the competitive advantage of many companies. Mastering Alliance Strategy presents state-of-the-art thinking and practices for using partnerships effectively. This essential resource will help you understand and use alliances better, whether you are a new or seasoned alliance professional, a business-development specialist, a line manager, or a top executive. The authors argue that the secrets to success lie not solely in the intricacies of a deal but also in the strategy and organization behind the deal. They draw ideas and tools from years of research and reporting on four elements that are key to an effective alliance strategy:
* Designing the alliance and crafting the agreement
* Managing the alliance after it is launched
* Leveraging a constellation of alliances
* Building an internal alliance capability
Written in an accessible style and filled with advice and useful ideas, this book describes models used by dozens of companies and contains work from over fifteen contributors from business, academia, and consulting. Executives at all levels will gain new insights on the fundamentals of planning, negotiating, and governing an alliance, as well as learn how to develop powerful networks of partners and build world-class alliance capabilities.
show more
Successful business alliances today are critical to the competitive advantage of many companies. Mastering Alliance Strategy presents state-of-the-art thinking and practices for using partnerships effectively. This essential resource will help you understand and use alliances better, whether you are a new or seasoned alliance professional, a business-development specialist, a line manager, or a top executive. The authors argue that the secrets to success lie not solely in the intricacies of a deal but also in the strategy and organization behind the deal. They draw ideas and tools from years of research and reporting on four elements that are key to an effective alliance strategy:
* Designing the alliance and crafting the agreement
* Managing the alliance after it is launched
* Leveraging a constellation of alliances
* Building an internal alliance capability
Written in an accessible style and filled with advice and useful ideas, this book describes models used by dozens of companies and contains work from over fifteen contributors from business, academia, and consulting. Executives at all levels will gain new insights on the fundamentals of planning, negotiating, and governing an alliance, as well as learn how to develop powerful networks of partners and build world-class alliance capabilities.
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Back cover copy
Mastering Alliance Strategy is by far the most practical and comprehensive book ever written on building and managing alliances. It will be equally useful to CEOs, line managers, and specialists in any company that has or plans to have alliances. --Sumantra Ghoshal, professor, London Business School; coauthor, Managing Across Borders
Successful business alliances today are critical to the competitive advantage of many companies. Mastering Alliance Strategy presents state-of-the-art thinking and practices for using partnerships effectively. This essential resource will help you understand and use alliances better, whether you are a new or seasoned alliance professional, a business-development specialist, a line manager, or a top executive. The authors argue that the secrets to success lie not solely in the intricacies of a deal but also in the strategy and organization behind the deal. They draw ideas and tools from years of research and reporting on four elements that are key to an effective alliance strategy:
* Designing the alliance and crafting the agreement
* Managing the alliance after it is launched
* Leveraging a constellation of alliances
* Building an internal alliance capability
Written in an accessible style and filled with advice and useful ideas, this book describes models used by dozens of companies and contains work from over fifteen contributors from business, academia, and consulting. Executives at all levels will gain new insights on the fundamentals of planning, negotiating, and governing an alliance, as well as learn how to develop powerful networks of partners and build world-class alliance capabilities.
show more
Successful business alliances today are critical to the competitive advantage of many companies. Mastering Alliance Strategy presents state-of-the-art thinking and practices for using partnerships effectively. This essential resource will help you understand and use alliances better, whether you are a new or seasoned alliance professional, a business-development specialist, a line manager, or a top executive. The authors argue that the secrets to success lie not solely in the intricacies of a deal but also in the strategy and organization behind the deal. They draw ideas and tools from years of research and reporting on four elements that are key to an effective alliance strategy:
* Designing the alliance and crafting the agreement
* Managing the alliance after it is launched
* Leveraging a constellation of alliances
* Building an internal alliance capability
Written in an accessible style and filled with advice and useful ideas, this book describes models used by dozens of companies and contains work from over fifteen contributors from business, academia, and consulting. Executives at all levels will gain new insights on the fundamentals of planning, negotiating, and governing an alliance, as well as learn how to develop powerful networks of partners and build world-class alliance capabilities.
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Table of contents
Acknowledgments. Introduction: What Is Alliance Strategy? Part One: Designing Alliances Setting Strategy. 1. Envisioning Collaboration (David Ernst). 2. Finding Joint Value (Charles Roussel). 3. Managing Risk. 4. Entering Emerging Markets (Ashwin Adarkar, Asif Adil, David Ernst, Paresh Vaish). 5. Putting Strategy Before Structure. Building the Foundation. 6. Collaborating with Competitors. 7. Crafting the Agreement: Lawyers and Managers (David Ernst, Stephen I. Glover, James D. Bamford). 8. Negotiating the Deal. Part Two: Managing Alliances Working Together. 9. Relationship Management (Jeff Weiss, Laura J. Visioni). 10. Governing Collaboration. 11. Making Joint Decisions (Francine G. Pillemer, Stephen G. Racioppo). 12. Managing Without Control (Gene Slowinski). Leading the Relationship. 13. Alliance Staffing. 14. Roles of the Alliance Manager. 15. Life as an Alliance Manager. Getting Out. 16. Why Joint Ventures Die (Bruce Kogut). 17. Graceful Exit. Part Three: Competing in Constellations Managing Networks. 18. Constellation Strategy. 19. Constellation Governance. 20. Constellation Dynamics. Veterans and Pioneers. 21. Reaching Every Pocket: Coca-Cola. 22. Network Effects: Visa International. 23. From Local to Global: Colliers International. 24. Leading Wagon Trains: Western Wisdom. Part Four: Building an Alliance Capability. Sustaining the Effort. 25. Growth of Alliance Capabilities (James D. Bamford, David Ernst). 26. Alliances Across the Corporation: Unisys. 27. Training for Collaboration. Master Builders. 28. Grandmasters at the Extremes. 29. Order Out of Chaos: Lotus Development. 30. From Art to Science: FedEx. 31. An Army of Diplomats: Eli Lilly (Nelson M. Sims, Roger G. Harrison, Anton Gueth). About the Authors. Index.
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Review Text
"This is right on target." ( Journal of Product Innovation Management ; 1/1/2005)
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Review quote
"This is right on target." (Journal of Product Innovation Management; 1/1/2005)
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About James D. Bamford
James D. Bamford is a consultant in Washington, D.C., who focuses on a range of alliance issues including strategy, deal making, governance, launch, restructuring, and portfolio management. He was the cofounder and editor of The Alliance Analyst. Benjamin Gomes-Casseres is a professor at Brandeis University and previously was at Harvard Business School. He wrote The Alliance Revolution and numerous articles on alliance strategy and he consults and teaches widely on the topic. Michael S. Robinson is a consultant in Sydney, Australia, and was cofounder and publisher of The Alliance Analyst. He launched a number of publications and started successful businesses in Asia, Europe, and the United States.
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