Authors: Jeff Shuman and Jan Twombly
Alliances and other forms of collaboration are an integral component of strategy. In some companies, they account for more than 50 percent of revenues and new products. Entire business processes are being entrusted to partners. As a result, it has never been more important for an organization to manage these relationships well. The costs of not doing so, which can include arbitration and litigation, stalled development efforts and lost time to market, as well as an inability to compete for desirable assets, are simply too great to ignore.