 |
Focus: The Alliance Option |
 |
|
|
This is not a news-letter, but an idea-letter: In each issue, we will
focus on a key idea in alliance strategy that is useful in practice.
In this first issue, we focus on the alliance option. All too often, the
choice of using an alliance is cast in black-or-white terms, accompanied by excessive
promises of success or fears of failure.
Research and good practice show that alliances come in many flavors and that
these options lie on a spectrum of inter-firm relationships. The key is to know
the choices you face, select appropriately, and then manage accordingly.
News-corner: Yes, we do have some news to report. Our site
has a brand new look, better navigation, and more resources for free download.
Visit AllianceStrategy.com and
see for yourself!
|
|
Article: Vendor or Partner? |
|
“Peace, commerce and honest friendship with all nations; entangling
alliances with none,” was President Thomas Jefferson’s goal in his
1801 inaugural address.
This seems the ideal for many companies today when they outsource their operations
to third parties. But can they avoid entangling alliances? Should they?
There is a big difference between a vendor relationship and a true partnership.
Know this difference and manage accordingly.
Read
on (PDF) . . .
|
|
Video: Alliance Spectrum |
|
The spectrum of inter-firm relationships extends from short-term, arm's length
transactions, to deep and broad mergers. Alliances occupy the middle zone. The
right choice depends on your task and goals; success then depends on managing
each structure for what it is.
Watch
this video (Flash) . . .
|
|
Book: Alliance Strategy |
|
You can only decide where and how to play along this spectrum if you have
a comprehensive "alliance strategy." That is not the same as having
a
"strategic alliance." A comprehensive strategy means knowing
how to:
- Design and negotiate alliances
- Manage dynamic relationships
- Craft and lead constellations of allies
- Build an internal alliance capability
Further
details in our book . . .
|
|
Theory: Alliance Definition |
|
We define an alliance as an organizational mechanism to govern an incomplete
contract between separate firms. This approach draws on transaction-cost economics,
introduced by Nobel Laureate Ronald Coase and now applied widely in organizational
design. Learn more about some of the theory behind this powerful idea.
Theoretical
background, if you insist (PDF) . . .
|
|
About Us |
|
AllianceStrategy.com offers ideas, advice, and resources
for alliance strategy and management.
The site and this letter are presented by Ben Gomes- Casseres, author of The
Alliance Revolution and Mastering Alliance Strategy, a professor at
Brandeis University, and the principal of Alliance Strategy Consulting. The site
is free and has been offering resources to the alliance community for ten years.
Quick Links:
You
received this idea-letter because you have signed up to our mailing list online,
have attended a conference or seminar led by us, or we believe you would be interested
in its content. We intend to write to you periodically, but probably no more
than 6-8 times a year. We hope you will stay with us, but if you prefer, you
may unsubscribe below.
The links in this letter may be in PDF format, requiring Adobe
Acrobat Reader or in Flash format, requiring Flash
7.
|
 |
 |
|
|
