FIVE *

*Axel, Bobby, Ezra, Kelvin, Maya, Sadrakh

CHAPTER12

GROUP

‘Niche’ Alliance Strategies

BUILD A NETWORK OF ALLIANCE

Should be composed of specialist partners:

oProduct/service supply

oDistributionoCustomer communication

oSupport services

Implementation & management

SUCCESSFUL STRATEGIC ALLIANCE

ANALYSIS

1

2

3

CHALLENGES

CHARACTERISTICSFACTORS

CHALLENGES

2 3

WHAT ARE THE OBSTACLES FACED WHEN FORMING STRATEGIC ALLIANCE?

1: AUTONOMY

2: FORWARD MOMENTUM

5: FOCUS ON EXTERNAL ENVIRONMENT

4: POLITICKING

5: INNOVATION

6: LEARNING

7: PEOPLE

8: ‘BLACK BOX’

9: CULTURE

CHARACTERISTICS

2 31

HOW DOES A SUCCESSFUL STRATEGIC ALLIANCE LOOK LIKE?

FACT #1:

VENTURES TEND TO BE MORE SUCCESSFUL WHERE PARTNERS ARE HOMOGENOUS

FACT #2:

VENTURES ARE LESS SUCCESSFUL WHERE NEITHER PARTNER HAS PRODUCTS, SERVICES, ASSETS, OR EXPERIENCE RELATED TO ITS VENTURE

FACT #3:

VENTURES LAST LONGER BETWEEN PARTNERS OF SIMILAR CULTURES, ASSET SIZES AND VENTURING EXPERIENCE LEVELS

FACTORS

2 31

The best way to find out if you can trust somebody is to trust them.”“

- Ernest Hemingway

WHAT ARE THE SEVEN CRITICAL TRUST ELEMENTS?

DO NOT PLACE BLIND TRUST

RESPECT BOUNDARIES

DEMANDS LEARNING

REQUIRES TOUGHNESS(ESPECIALLY WHEN WRONG MATCHES ARE MADE)

CO-FUNCTIONING COMPONENTS

REQUIRES PHYSICAL CONTACT

MULTIPLE STRONG LEADERS

BUT MOST OF ALL:

KNOW WHEN TO SAY GOODBYE

QUESTIONS?

THANK YOUPG 489-492 OF PEARSON INTERNATIONAL MARKETING

CREDIT IMAGES BY GOOGLEDESIGN BY MAYA