When collaboration is central to strategy, alliance management must be an organizational capability. Part of that evolution is expanding focus from individual alliances to alliance portfolios. A portfolio is simply a grouping of items that share a similar...
Partnering and alliances are easy! Two or more companies decide they want to do something together and they just do it. Right? Not really. Because alliances combine the different strategies, structures, cultures, and processes of the partners, it takes skill and...
Tipping Point. A concept that describes the point at which an issue, idea, practice, or technology reaches critical mass of acceptance and gains momentum toward widespread adoption. Partnering as a core component of corporate strategy has achieved this point and has...
It is a perennial question: What is the impact of effective alliance management? After all, alliance professionals don’t develop products or ensure they get into the hands of customers. Their equally important contribution to success is to ensure that alliance...
What differentiates great alliance professionals from good ones? The great ones strive for excellence in everything they do, getting a little bit better every day. We’re advocates of learning and continuous improvement—it is the essence of the iterative...
Earlier this year, we published Seven Habits of Highly Effective Alliance Professionals Who Deliver Value. One of the habits is “build operational excellence.” We defined it as developing and implementing consistent practices so that stakeholders know what to expect...
Habits are internalized behaviors we engage in without really thinking about them. They take practice to develop competency in and to build the muscle memory so that they become ingrained and naturally how work gets done. For alliance professionals, it...
The statistics are daunting. Drug development has an overall failure rate of over 96%. It is especially acute for some of the most debilitating diseases where the biological mechanism that causes the disease state is not well understood. Spreading that risk...
When the head of a biopharmaceutical alliance management team told us he had to give his people “permission to ignore certain partners,” and another leader said he’d love to get into digital health partnerships, but didn’t have the resources, we knew the demand for...
Collaboration is one of the most misunderstood and overused concepts in business today. There are many perspectives on what it is, ranging from the simplistic—working with other people to produce an outcome—to the complexity of the latest technical platform that...
It is a time of experimentation. There is little guidance for companies to follow. Few are familiar with what to do. Fewer are prepared to execute. The Power to Partner Everywhere: Why You Need It, What It Is, How to Build It is your guide to designing and building...