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Alliance Competence: Maximizing the Value of Your Partnerships

ISBN: 978-0-471-33063-9
320 pages
December 1999
Alliance Competence: Maximizing the Value of Your Partnerships (0471330639) cover image

Description

"If a partner understands better the role alliances play in business strategy, is able to engage in a strategic conversation around the needs for and benefits derived from an alliance, and has a more sophisticated approach to partner selection, there should be fewer conflicts down the road." -from Alliance Competence
Dell Computers revolutionized the PC market when the company formed an alliance between Intel and FedEx. Through this partnership, Dell was able to mass-customize and deliver computers faster than most of its competitors.
With monthly losses around $1 million, USAir decided to join forces with British Airways. Through this alliance, USAir became a global player in the airline industry, and gave both companies the ability to save millions in annual costs by incorporating joint purchasing of services, fuel, aircraft, and more.
Strategic alliances are becoming more and more essential to the viability of a company. These alliances are pervasive throughout the corporate landscape and have a big impact on the way business is conducted across the globe. Written by strategy experts from the University of Virginia's prestigious Darden School, Alliance Competence combines the latest research and case studies to explore the key aspects necessary to develop a successful alliance.
Enhanced by a five-year study of global companies, this book offers unique insights about building the foundations of alliance competence. These competencies provide firms with a source of sustainable competitive advantage that will help them compete more successfully in global markets. Through actual "war stories" the problems and challenges that alliances tend to face are revealed, as well as concrete suggestions for managing through the evolutionary cycle.
After examining all the research available, the authors introduce a process they've developed called The No Blame Review? (NBR). This collaborative, nonjudgmental process helps alliances constructively confront times when the alliance seems off track. The NBR creates an objective, nonthreatening, and non-value-laden opportunity for alliance managers and strategic sponsors on both sides to raise, investigate, and review serious issues. It also allows partners to check the alliance's vital signs and to make a determination that all systems are in alignment. This process provides the most positive approach to conflict resolution.
The insight, real-world examples, and research featured in Alliance Competence will give you the tools and diagnostics necessary for locating potential allies and creating a successful alliance.
"A thoughtful, experience-based exploration of the subtleties and nuances that must be addressed when entering into complex alliance relationships. Required reading!" -Lawrence M. Small, President and COO, Fannie Mae
"From global service enterprises to e-business start-ups, firms in the future will win or lose by how well they manage their alliance strategies. This book is a gold mine of valuable perspectives, useful advice, and practical checklists that will help you tilt the game in your favor. Read it and, more importantly, use it to develop your own alliance competence." -Benjamin Gomes-Casseres, Director, MBA Program, Brandeis University and author,
The Alliance Revolution
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Table of Contents

Alliance: A Set of Complex Interactions.
Building Alliance Competence: New Rules and New Approaches.
Balancing Business and Relationships.
The Alliance Spirit.
Alliance Static.
Managing the Alliance over Time: Possibilities and Pitfalls.
Conflict Resolution and the No Blame Review.
Alliance Managers: Thinking and Seeing the World Differently.
Building an Alliance Competence.
Special Topics in Alliances.
Concluding Remarks.
Notes.
Index.
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Author Information

Robert E. Spekman, PhD, is a professor of business administration at the University of Virginia's Darden School. He has written or edited six books, including The Portable MBA, Third Edition, also from Wiley.
Lynn A. Isabella, PhD, is an associate professor of business administration at The Darden School. Her articles have appeared in Harvard Business Review, Academy of Management Journal, and Organizational Dynamics.
Thomas C. MacAvoy, PhD, is the professor emeritus of business administration at The Darden School. Previously, he was vice chairman and COO of Corning, Inc.
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Reviews

"A thoughtful, experience-based exploration of the subtleties and nuances that must be addressed when entering into complex alliance relationships. Required reading!" (Lawrence M. Small, President and COO, Fannie Mae)
"From global service enterprises to e-business start-ups, firms in the future will win or lose by how well they manage their alliance strategies. This book is a gold mine of valuable perspectives, useful advice, and practical checklists that will help you tilt the game in your favor. Read it and, more importantly, use it to develop your own alliance competence." (Benjamin Gomes-Casseres, Director, MBA Program, Brandeis University and author, The Alliance Revolution)
"This book gives us a frame for learning - in terms of basics, it's the best I've seen. A must-read for those seeking prosperous alliances!" (Dr. Stephan Kessel, Chairman of the Executive Board, Continental AG, Hannover)
"In this time when alliances are crucial to the organization, all partners must understand and commit to the success of the alliance. This book makes these issues clear and provides tools to achieve - a very valuable resource for anyone in the business world today."(William Mustain, President and CEO, Comdial Corporation)
"This book captures the essence of the opportunities and difficulties involved in using alliances as a strategic weapon. I heartily recommend it to anyone embarking on a strategic alliance strategy."(James R. Houghton, Chairman of the Board Emeritus, Corning Incorporated)
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