Mastering Alliance Strategy

Comprehensive Guide to Design, Management, and Organization

James D. Bamford, Benjamin Gomes-Casseres, Michael S. Robinson

424 pages, parution le 21/01/2003

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Résumé

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

Contents

Introduction: What Is Alliance Strategy? Part One: Designing Alliances Setting Strategy

Envisioning Collaboration (David Ernst)
Finding Joint Value (Charles Roussel)
Managing Risk
Entering Emerging Markets (Ashwin Adarkar, Asif Adil, David Ernst, Paresh Vaish)
Putting Strategy Before Structure
Building the Foundation
Collaborating with Competitors
Crafting the Agreement: Lawyers and Managers (David Ernst, Stephen I. Glover, James D. Bamford)
Negotiating the Deal

Part Two: Managing Alliances Working Together

Relationship Management (Jeff Weiss, Laura J. Visioni)
Governing Collaboration
Making Joint Decisions (Francine G. Pillemer, Stephen G. Racioppo)
Managing Without Control (Gene Slowinski)
Leading the Relationship
Alliance Staffing
Roles of the Alliance Manager
Life as an Alliance Manager
Getting Out
Why Joint Ventures Die (Bruce Kogut)
Graceful Exit

Part Three: Competing in Constellations Managing Networks

Constellation Strategy
Constellation Governance
Constellation Dynamics
Veterans and Pioneers
Reaching Every Pocket: Coca-Cola
Network Effects: Visa International
From Local to Global: Colliers International
Leading Wagon Trains: Western Wisdom

Part Four: Building an Alliance Capability

Sustaining the Effort
Growth of Alliance Capabilities (James D. Bamford, David Ernst)
Alliances Across the Corporation: Unisys
Training for Collaboration
Master Builders
Grandmasters at the Extremes
Order Out of Chaos: Lotus Development
From Art to Science: FedEx
An Army of Diplomats: Eli Lilly (Nelson M. Sims, Roger G. Harrison, Anton Gueth).

Caractéristiques techniques

	PAPIER
Éditeur(s)	Wiley
Auteur(s)	James D. Bamford, Benjamin Gomes-Casseres, Michael S. Robinson
Parution	21/01/2003
Nb. de pages	424
Format	16 x 23,5
Couverture	Relié
Poids	703g
Intérieur	Noir et Blanc
EAN13	9780787964627
ISBN13	978-0-7879-6462-7