International Business Environments and Operations 16th Global Edition test b...
The alliance best practice value proposition
1. The Alliance Best Practice Value Proposition
Best Practices: What are they?
Benchmarks: How do I compare?
Healthchecks: Am I on Track?
Partners: Have I got the right
ones?
Progress: How do I go from
Technical to Strategic?
Key Challenge: Are my
partnerships performing?
Management: 52 possible
control points.
Strategy: 5 strategies for
success.
Cause & Effect: Template
identification.
Tools: Online SaaS over 100.
Improvement: Simple 3 stage
process (VST).
Key Challenge: Managing
causes not effects.
Trust: Alliance sustainability.
RDP – Relationship Development Plan.
Coaching: From central to local.
Governance: Problem of country
control.
Experience – Country alliance
managers increasing effectiveness.
Key Challenge: Consistency
CSFs: Causal Success Factors
Go To Market: ‘Alliance to Win’.
Skills: Key aspect of growth.
Impacters: Identifying High and Low.
MOUP: Sets achievable expectations.
Key Challenge: Relationship / Revenue balance.
Average
2.5x – 6.5x
Increase
Access to
Unique
Benchmark
Database
Achieve
Partner of
Choice Status
Best of Breed
Methods &
Tools