Strategic Alliance Magazine Q3 2017 - 44

R E P U TAT I O N M AT T E R S

What do you want your audience
to "know, feel, and do?"
Identify what it is
that you want your
audiences to "know,
feel, and do." Consider
these areas of focus
when you have the
opportunity to talk
about your area.

KNOW?

n

The value of and benefits from
having OAM

n

Audience #1:
Company
Management

n Concern that there is significant
exposure to risk without OAM
managing it

That alliance management is
specialized work that must be done
and cannot be absorbed by
non-experts

n

FEEL?

n That Lilly's alliance managers
approach their work as servant

DO?

n Rely on OAM products, services,
experience, skills, and expertise
n Consider how OAM can contribute
to a partnership strategy

leaders

That because of its external
reputation as a voice of authority,

n That it is better business practice
to use OAM experts rather than

OAM can influence negotiations in

try to build one's own capability

a positive direction-saving time
and money by not repeating past
mistakes

Audience #2:
Potential
Partners

n That Lilly OAM continues to be on
the cutting edge of alliance
management

n That Lilly OAM is the alliance
management leader-a voice of
authority

n During contract negotiations,
accept Lilly alliance management
language as the standard

n That Lilly OAM receives requests to

n That Lilly OAM has done it

n Defer to Lilly OAM when
appropriate

consult

before-they are the experts

n That Lilly OAM's expertise,
knowledge, skills, best practices,
resources, tools, and processes are
transferable to other industries

n That Lilly OAM acts as the
partnership ombudsmen-
recommending what is best for
both parties
n That Lilly OAM is approachable-external parties can pick
up the phone and call OAM

Figure 3
44
STRATEGIC ALLIANCE MAGAZINE | Q3 * 2017

n Pick up the phone and call Lilly
OAM
n Trust Lilly OAM
n Rely on Lilly OAM skills,
experience, and expertise in
resolving complex problems



Table of Contents for the Digital Edition of Strategic Alliance Magazine Q3 2017

No label
Strategic Alliance Magazine Q3 2017 - No label
Strategic Alliance Magazine Q3 2017 - 2
Strategic Alliance Magazine Q3 2017 - 3
Strategic Alliance Magazine Q3 2017 - 4
Strategic Alliance Magazine Q3 2017 - 5
Strategic Alliance Magazine Q3 2017 - 6
Strategic Alliance Magazine Q3 2017 - 7
Strategic Alliance Magazine Q3 2017 - 8
Strategic Alliance Magazine Q3 2017 - 9
Strategic Alliance Magazine Q3 2017 - 10
Strategic Alliance Magazine Q3 2017 - 11
Strategic Alliance Magazine Q3 2017 - 12
Strategic Alliance Magazine Q3 2017 - 13
Strategic Alliance Magazine Q3 2017 - 14
Strategic Alliance Magazine Q3 2017 - 15
Strategic Alliance Magazine Q3 2017 - 16
Strategic Alliance Magazine Q3 2017 - 17
Strategic Alliance Magazine Q3 2017 - 18
Strategic Alliance Magazine Q3 2017 - 19
Strategic Alliance Magazine Q3 2017 - 20
Strategic Alliance Magazine Q3 2017 - 21
Strategic Alliance Magazine Q3 2017 - 22
Strategic Alliance Magazine Q3 2017 - 23
Strategic Alliance Magazine Q3 2017 - 24
Strategic Alliance Magazine Q3 2017 - 25
Strategic Alliance Magazine Q3 2017 - 26
Strategic Alliance Magazine Q3 2017 - 27
Strategic Alliance Magazine Q3 2017 - 28
Strategic Alliance Magazine Q3 2017 - 29
Strategic Alliance Magazine Q3 2017 - 30
Strategic Alliance Magazine Q3 2017 - 31
Strategic Alliance Magazine Q3 2017 - 32
Strategic Alliance Magazine Q3 2017 - 33
Strategic Alliance Magazine Q3 2017 - 34
Strategic Alliance Magazine Q3 2017 - 35
Strategic Alliance Magazine Q3 2017 - 36
Strategic Alliance Magazine Q3 2017 - 37
Strategic Alliance Magazine Q3 2017 - 38
Strategic Alliance Magazine Q3 2017 - 39
Strategic Alliance Magazine Q3 2017 - 40
Strategic Alliance Magazine Q3 2017 - 41
Strategic Alliance Magazine Q3 2017 - 42
Strategic Alliance Magazine Q3 2017 - 43
Strategic Alliance Magazine Q3 2017 - 44
Strategic Alliance Magazine Q3 2017 - 45
Strategic Alliance Magazine Q3 2017 - 46
Strategic Alliance Magazine Q3 2017 - 47
Strategic Alliance Magazine Q3 2017 - 48
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