We are often called upon to develop a company’s first alliance management function.
In this case, it had many alliances and partnerships, but they were being managed in an ad-hoc manner, causing many problems—and even arbitration and court cases
Working with the newly appointed head of global alliance management, we built a charter for the new function, as well as roles, responsibilities, and accountabilities. Once we helped to shepherd the approval and budget, we took it on a “road show” to help all stakeholders understand the new function, how it would interact with them, and what was expected of them.
Success was first measured by a year in which none of their partners initiated legal proceedings!