Strategic Alliance Magazine Q2 2017 - 47

EDITORIAL SUPPLEMENT

BUILDING ALLIANCE VALUE
FROM THE GROUND UP
Have you ever been asked to build
a strategic alliance that you first became aware of shortly after the contract
signatures were dry? If so, you know how it
works. To bring yourself up to speed, you
start reading the agreement. Soon, you spot
some major gaps: "Why doesn't the contract
cover this? Why isn't there a term for that?
How is this going to work?" Rather than
providing assurance that the important issues have been covered, the contract seems
to raise more questions than it answers.

As this example illustrates, bringing the alliance
manager in after the deal is done is akin to asking
a builder to construct a new home without consulting an architect. While not everything can
be covered in the four corners of the contract, it
certainly enhances implementation when the alliance manager is involved at the front end of the
deal-making process. An alliance manager can
influence the design of an alliance so that it can
be its most effective and efficient-and at this
key value inflection point, an alliance manager's efforts pay off much more dramatically than
they might at other times. (For more on value
inflection points, see Q1 2012 Strategic Alliance
Magazine, "Managing Alliance Conflict.")
So as an alliance professional, how do you stay informed regarding which deals are in the works?
We recommend that you participate in each of
the three deal phases: pre-deal; term sheet and
continued negotiation; and contract drafting and
signing. Given that these three phases typically
are owned by a business development function,
a logical starting point would be to reach out to
your business development colleagues. We recommend closely monitoring the list of potential
deals during the pre-deal phase. When business
development assigns a name to a deal that's in
the works, it should trigger a notification to the
alliance management function, among others, of
a potential new deal. At that point, alliance management can track the deal and determine when
to engage with the business development team.

GET IN EARLY-PRE-DEAL
In the pre-deal stage, the parties are beginning to get serious. Using the "building a
new home" analogy, the homeowner (think
alliance owner) is identifying the location,
budget, square footage, and key features. To
achieve a strategic business goal, a prospective
owner must decide whether to build, buy, or
form an alliance. Once a partnership seems
likely, the owner guides the general shape of
strategic benefits for each party and the type
of framework required to get a deal done.
Q2 * 2017 | STRATEGIC ALLIANCE MAGAZINE

47



Table of Contents for the Digital Edition of Strategic Alliance Magazine Q2 2017

No label
Strategic Alliance Magazine Q2 2017 - No label
Strategic Alliance Magazine Q2 2017 - 2
Strategic Alliance Magazine Q2 2017 - 3
Strategic Alliance Magazine Q2 2017 - 4
Strategic Alliance Magazine Q2 2017 - 5
Strategic Alliance Magazine Q2 2017 - 6
Strategic Alliance Magazine Q2 2017 - 7
Strategic Alliance Magazine Q2 2017 - 8
Strategic Alliance Magazine Q2 2017 - 9
Strategic Alliance Magazine Q2 2017 - 10
Strategic Alliance Magazine Q2 2017 - 11
Strategic Alliance Magazine Q2 2017 - 12
Strategic Alliance Magazine Q2 2017 - 13
Strategic Alliance Magazine Q2 2017 - 14
Strategic Alliance Magazine Q2 2017 - 15
Strategic Alliance Magazine Q2 2017 - 16
Strategic Alliance Magazine Q2 2017 - 17
Strategic Alliance Magazine Q2 2017 - 18
Strategic Alliance Magazine Q2 2017 - 19
Strategic Alliance Magazine Q2 2017 - 20
Strategic Alliance Magazine Q2 2017 - 21
Strategic Alliance Magazine Q2 2017 - 22
Strategic Alliance Magazine Q2 2017 - 23
Strategic Alliance Magazine Q2 2017 - 24
Strategic Alliance Magazine Q2 2017 - 25
Strategic Alliance Magazine Q2 2017 - 26
Strategic Alliance Magazine Q2 2017 - 27
Strategic Alliance Magazine Q2 2017 - 28
Strategic Alliance Magazine Q2 2017 - 29
Strategic Alliance Magazine Q2 2017 - 30
Strategic Alliance Magazine Q2 2017 - 31
Strategic Alliance Magazine Q2 2017 - 32
Strategic Alliance Magazine Q2 2017 - 33
Strategic Alliance Magazine Q2 2017 - 34
Strategic Alliance Magazine Q2 2017 - 35
Strategic Alliance Magazine Q2 2017 - 36
Strategic Alliance Magazine Q2 2017 - 37
Strategic Alliance Magazine Q2 2017 - 38
Strategic Alliance Magazine Q2 2017 - 39
Strategic Alliance Magazine Q2 2017 - 40
Strategic Alliance Magazine Q2 2017 - 41
Strategic Alliance Magazine Q2 2017 - 42
Strategic Alliance Magazine Q2 2017 - 43
Strategic Alliance Magazine Q2 2017 - 44
Strategic Alliance Magazine Q2 2017 - 45
Strategic Alliance Magazine Q2 2017 - 46
Strategic Alliance Magazine Q2 2017 - 47
Strategic Alliance Magazine Q2 2017 - 48
Strategic Alliance Magazine Q2 2017 - 49
Strategic Alliance Magazine Q2 2017 - 50
Strategic Alliance Magazine Q2 2017 - 51
Strategic Alliance Magazine Q2 2017 - 52
https://www.nxtbook.com/allen/stam/23-2
https://www.nxtbook.com/allen/stam/23-1
https://www.nxtbook.com/allen/stam/22-4
https://www.nxtbook.com/allen/stam/22-3
https://www.nxtbook.com/allen/stam/22-2
https://www.nxtbook.com/allen/stam/22-1
https://www.nxtbook.com/allen/stam/21-4
http://www.brightcopy.net/allen/stam/21-3
http://www.brightcopy.net/allen/stam/21-2
http://www.brightcopy.net/allen/stam/21-1
http://www.brightcopy.net/allen/stam/20-4
http://www.brightcopy.net/allen/stam/20-3
http://www.brightcopy.net/allen/stam/20-2
http://www.brightcopy.net/allen/stam/20-1
http://www.brightcopy.net/allen/stam/19-4
http://www.brightcopy.net/allen/stam/19-3
http://www.brightcopy.net/allen/stam/19-2
http://www.brightcopy.net/allen/stam/19-1
http://www.brightcopy.net/allen/stam/18-4
http://www.brightcopy.net/allen/stam/18-3
http://www.brightcopy.net/allen/stam/18-2
http://www.brightcopy.net/allen/stam/18-1
http://www.brightcopy.net/allen/stam/17-4
http://www.brightcopy.net/allen/stam/17-3
http://www.brightcopy.net/allen/stam/17-2
http://www.brightcopy.net/allen/stam/17-1
http://www.brightcopy.net/allen/stam/16-3
http://www.brightcopy.net/allen/stam/16-2
http://www.brightcopy.net/allen/stam/16-1
http://www.brightcopy.net/allen/stam/15-4
http://www.brightcopy.net/allen/stam/15-03
http://www.brightcopy.net/allen/stam/15-02
https://www.nxtbook.com/allen/stam/15-1
https://www.nxtbook.com/allen/stam/14-4
https://www.nxtbook.com/allen/stam/14-3
https://www.nxtbook.com/allen/stam/14-2
https://www.nxtbookmedia.com