Alliance Management Consulting and Training, Partnering Frameworks and Tools, Collaborative Leadership

Overcoming the Challenges of Consensus Decision Making in Hybrid Environments at 2021 ASAP Biopharma Conference
4. News and Events / September 11th, 2021
The Rhythm of Business is proud to once again be a platinum sponsor of the ASAP Biopharma Conference. This is the premier event for life science alliance management professionals. Even in an all-digital format, there are plenty of opportunities to network, learn from industry leaders, and put your fingers on the pulse of partnerships today.

Jan Twombly and Jeff Shuman will lead a Live Stream Master Class session on Monday, September 27th: Operational Excellence for Consensus Decision Making in Hybrid Environments. Participants will analyze a comprehensive case study in small group discussions and address several questions to:
  • Apply leading practices for facilitating hybrid meetings to structure the decision-making process
  • Consider how to best prepare executives to properly consider a complex topic when not in a room together
  • Overcome the trust barriers that exist because alliance teams haven’t had the venues to properly build relationships during the pandemic
 
Participants’ analysis will be informed by an upfront presentation by Twombly and Shuman that shares some of their most recent work on driving excellence in alliance management practices in a hybrid environment and at a time when alliance management services are in high demand.
 
Twombly is a long-time member of the Board of Directors of ASAP. To see the complete Conference agenda and to register, visit https://asapbiopharma.org.
Where’s the Value? Insights from Our ASAP Webinar Chat
1. Partnering Guide / August 6th, 2021
On July 29, Jan facilitated a conversation with Katherine Kendrick, CSAP, head of alliance management at Jazz Pharmaceuticals and Nancy Griffin, vice president of alliance management at Dicerna Pharmaceuticals about defining and communicating the value professional alliance management delivers to its key internal stakeholders and partners. Part of ASAP’s webinar series, everyone defined the preparation and delivery of the session as “certainly not work.” Highlights of our spirited and spontaneous conversation follows.   

Our discussion built upon the cover story article in the Q1 2021 Strategic Alliance Quarterly, to which each of us contributed, widening the aperture to explore how to expand beyond the daily management of contracts, governance, and solving problems to discuss the higher level, more strategic services and activities stakeholders value the most....
Where’s the Value? Upcoming ASAP Netcast Explores the Value in Biopharmaceutical Alliance Management
4. News and Events / July 17th, 2021
Where's the Value ASAP Netcast
Join Jan Twombly, CSAP, President of The Rhythm of Business as she leads this provocative discussion on July 29, 2021 with two dynamic alliance management leaders, Nancy Griffin, Vice President of Alliance Management at Dicerna Pharmaceuticals and Katherine Kendrick, CSAP, Head of Alliance Management at Jazz Pharmaceuticals.

Biopharma alliance professionals are perennially challenged to explain the holistic and strategic work they do to prevent the inherent inefficiencies in alliances from overtaking intended value. The discussion will offer insights into how to present the story of alliance management in a way that connects to the needs of senior executives.

We will also explore how these alliance leaders are structuring their teams and shaping jobs to better safeguard their company’s interests and further the goals of their individual alliances and the company’s overall portfolio.

As the profession evolves to take on a more strategic role, what to measure and how to communicate must evolve, too. We’ll look at how our alliance leaders are doing just that—and importantly weaving in storytelling to help the organization but its trust in the value of alliance management to grow its partnering capability and maximize the value of its alliance portfolio.

This Netcast is free for ASAP members. If you aren’t a member, contact us for a discount code.
Measuring What Matters Creates Winners
1. Partnering Guide / May 17th, 2021
How do you know if your alliance or business partnership is operating effectively? Sure, revenue is a gauge, as well as hitting key development milestones. It still doesn’t tell you if the partners are productively leveraging the resources available to the alliance, or if it is operating in an environment built on mutual trust and respect, focused on innovating and producing results.

Alliances are inherently inefficient and it is the job of the alliance professionals managing the alliance to preserve and enhance the value intended when entering into the collaboration, while identifying and mitigatin
g the risks that can cause it to fall short of its potential.

To measure if an alliance is operating effectively, many years ago we created the VitalSigns Alliance Operations Effectiveness Assessment (See Figure 1). In a demonstration that measuring effectiveness can contribute to alliance success, the XTANDI alliance of Astellas and Pfizer recently won the 2021 ASAP Alliance Excellence Award for a Longstanding Alliance. In accepting the award, the alliance directors credited the role regularly measuring effectiveness as part of a program of continuous improvement plays in the alliance’s success. Our congratulations to the winners! They have worked very hard over many years to ensure the alliance is producing maximum value for patients and the partners.

Measurin...
Start It Right: Mastering the Alliance Startup Process
2. Thought Leadership / May 4th, 2021
download the pdf

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 regardless of the alliance. It is achieved through a renewed focus on alliance fundamentals including planning, governance and decision making, risk management, measurement and improvement, communication, and reporting processes.

Organizations and their stakeholders benefit greatly from building operational excellence in the alliance startup process, a time when all of these fundamentals and the seven habits come into play. Organizations that master the startup process see their alliances hit their stride sooner and with fewer problems. Stakeholders understand the alliance’s objectives and how the partners intend to achieve them.

Importantly, they will also appreciate the value of alliance management services for preventing the inefficiencies of alliances from overcoming their intended value.

Mastering the startup process pays dividends for all concerned long after the alliance is fully operational.
 
How Alliance Professionals Deliver Value at Startup
1. Partnering Guide / March 25th, 2021
Discussion Summary from Exclusive Executive Roundtable

There is a truism among alliance professionals—start an alliance right, or you will start it again in the midst of an erosion of trust and even conflict. As part of an exclusive executive roundtable discussion sponsored by The Rhythm of Business during the ASAP Global Alliance Summit in March, nearly a dozen heads of alliance management within life science companies gathered to discuss the challenges of startup and the value alliance professionals can and should deliver to their stakeholders during this critical phase. Their conclusion: Prepare your stakeholders for what could go wrong and set them up for making it go right.
...
Managing the Cost of Time at Alliance Startup on the Agenda at the 2021 ASAP Global Alliance Summit
4. News and Events / February 27th, 2021
The Rhythm of Business is proud to once again be a platinum sponsor of the ASAP Global Alliance Summit, See into the Future of Alliances. This is the premier event for alliance management professionals from across industries. Even in an all-digital format, there are plenty of opportunities to network, learn from industry leaders, and put your fingers on the pulse of partnerships today.

Jan Twombly and Jeff Shuman will lead a Live Stream Master Class session on Monday March 15th The Value of Alliance Management: Managing the Cost of Time at Startup. Featuring two case studies, one of a codevelopment, cocommercialization biopharma alliance and another of a software vendor-global systems integrator partnership, participants will address several questions and:
  • Identify the potential value-eroding inefficiencies and risks in the case studies that must be addressed
  • Develop a high-level plan for a fast-paced, agile startup—in a remote digital environment, without in-person interaction
  • Capture the value produced by applying alliance management practices
 
Their analysis will be informed by an upfront presentation by Twombly and Shuman that shares some of their most recent work on reimagining alliance management practices to be more agile and to focus on what stakeholders value the most.
 
Twombly is a long-time member of the Board of Directors of ASAP. View the complete Summit agenda and register today.
How Alliance Professionals Treat Team Turnover as a Value-Adding Opportunity
1. Partnering Guide / December 28th, 2020
“We’re moving so fast we don’t have the luxury of formal onboarding. We just kind of throw them in there. They’re smart, they’ll figure it out.” This is what we’ve been hearing from too many alliance professionals about their approach to onboarding new project team and governance committee members. In taking this position, alliance professionals are overlooking a key value adding opportunity: Helping the new member know what they need to know to establish the right priorities and engage in the right activities to accomplish what they as a member of the team must, and to quickly get connected and engaged with the rest of the team.

When this engagem...
As Seen in Strategic Alliance Quarterly: Alliance Management's Digital Future is Here
2. Thought Leadership / December 10th, 2020
download the pdf

The digital transformation of alliance management has arrived!

Just published: Our article in the Q4 2020 edition of Strategic Alliance Quarterly, co-authored with our partners at allianceboard. It explains why an alliance-centric digital platform is key to alliance professionals’ delivery of valuable services, reimagined and at scale, as companies' reliance on alliances as a core pillar of strategy continues to increase.

Contact us today to learn about our digital transformation services and how implementing allianceboard helps you elevate, document, and communicate the value of alliance management.
 
Rumblings, Perennial Challenges, and Reimagining a Path Forward
1. Partnering Guide / December 4th, 2020
There is no question 2020 has been the most challenging year in recent memory. As it comes to a welcome close, old challenges are appearing anew. For biopharmaceutical alliance professionals, it is once again the season of having to explain to the CFO wielding the budget axe, “So tell me again what you do?”
 
It is not surprising, given the uncertainty of the business climate and the wholesale changes that have occurred. Companies have learned to live without physicality in offices, sales calls, team meetings, conferences, new staff interviews…the list goes on and on. Suffice it to say that any executive worth their salt is examining what their business needs and doesn’t need to be successful as we hopefully emerge from the pandemic in 2021 and into the next normal.
 
Savvy alliance leaders should welcome the challenge—and be prepared with an answer that not only explains how you’ve helped the business achieve great things during 2020 by keeping its alliances on track. You must also be ready to share what you and your team are doing to reimagine the future course of the company’s alliance capability and help lead it in a time of scientific and technical advancement, changing economic incentives, and empowered patients that necessitates partnering happening everywhere in the organization—all while incorporating the surprisingly productive ways of doing business we’ve adopted...
The Demand for Alliance Management Grows—and Paradoxically It Must Prove Its Value
4. News and Events / October 12th, 2020
The Rhythm of Business’ presentation at the 2020 Strategic Alliance Management Congress offers a path to focusing on value key stakeholders recognize while meeting growing demand.

As biopharma companies evolve their business models in response to economic pressures, changing patient expectations, and new technologies that are powering everything from drug discovery to the sales process, alliances and partnerships multiply. The demand for managing alliances grows, yet in a pandemic environment, uncertainty is constraining resources and budgets making it an imperative to prove the value of the alliance management function.

On October 27, Jan Twombly, president of The Rhythm of Business and an ASAP Board of Directors member, will present her company’s prescription for maximizing the ability of alliance managers to deliver value to their organizations. She will discuss three influencing f...
The Silver Lining: Reimagining Alliance Management to Focus on What Matters Most Now
1. Partnering Guide / September 24th, 2020
Download a pdf of our conference presentation

Our hats are off to everyone who participated in the ASAP Biopharma Conference earlier this month! Because of all the creativity and engagement by speakers, participants, the program committee, and staff, it certainly felt like a real conference, just one delivered in a digital environment instead of in Boston’s Seaport District! It is further evidence the status quo is no more and so many of the old rules no longer apply. This is really the silver lining: a license to fix what’s broken, become more resourceful and agile, dispense with unnecessary process, and focus on what matters most.

COVID-19 and Work from Home (WFH) has created a new burden on alliance professionals. You must be more intentional, work harder to be in the right meetings, pay more attention to the mental and physical state of your team, your governance members. Add to this all the new types of service, data, and digital partnerships both before- and with-COVID and it is clear the time has come to reimagine how alliance management practices are implemented and the capability is organized and resourced to meet growing, changing demand.

Our presentation at the conference introduces practical actions for reimagining the collaboration between alliance managers and their internal stakeholders, especially governance team members, and the resulting partner experience. We toss aside the status quo to:
  • Redefine how alliance managers are assigned to alliances
  • Collaborate with stakeholders to align on the services that create value for them and that mitigate the panoply of value-eroding risks that are now present
  • Create the transparency of information flows and communication required in our together-but-apart world
Contact us today to discuss how our consulting and training services can help your alliance management team be more agile, more digital, and more successful in delivering the value to stakeholders that matters most today.
There is No Going Back: Roundtable Discussion Focuses on What Matters Most Now
4. News and Events / September 16th, 2020
A Summary of our ASAP 2020 Biopharma Conference Exclusive Executive Roundtable Discussion
 
It is really starting to settle in—there is no going back, there is only moving forward. Whenever we again experience a world where face-to-face meetings, quick drop-ins on a colleague or executive, and maybe even business travel are possible, there are some things we’ve learned in the past six months that make sense to carry forward into that next normal. In our current normal, we are not only figuring out how to deal with distanced work, we’re trying to learn how to innovate with new partners and new partnering models and ensure we deliver what matters most to our stakeholders and alliance partners to realize the outcomes and value intended by both newly formed alliances and those once operating under an entirely different set of assumptions.

These are some of the highlights of our exclusive executive roundtable discussion during the 2020 ASAP Biopharma Conference on September 15, complementing our presentation The Silver Lining: Reimagining Alliance Management to Focus on What Matters Most Now. Link to our conference presentat...
Exemplary Alliance, Ordinary Practices
2. Thought Leadership / September 8th, 2020
download the pdf

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 is part of the reason why most drugs are developed in partnership. In 2018, all 62 drugs approved by the FDA incorporated some aspect of partnership.
 
Partnership may be common, but that doesn’t mean it is practiced well. Research from the Association of Strategic Alliance Professionals indicates that success rates increase substantially when leading practices are utilized. At first blush, good alliance practices seem to just make sense and of course, every good business person and collaborative scientist will naturally apply them. However, alliances are conceptually simple but operationally quite challenging. Consistently engaging in the behaviors and implementing the practices that help alliances be successful—and deliver life-changing medicines to patients—takes work.
 
AbbVie, a global biopharmaceutical giant, and BioArctic, a research-intensive Swedish biopharmaceutical company engaged The Rhythm of Business to help it examine what it did right in a recently concluded research collaboration to develop antibodies (immunotherapy) based on promising science discovered by BioArctic that could stop or slow down the progression of the debilitating Parkinson’s disease (PD). The partners wish to share their experiences so that both their companies and others may benefit. Their story—from initial contact through to a successful conclu...
Shine a Spotlight on Your Alliance Portfolio
1. Partnering Guide / September 2nd, 2020
This is the third in a series of posts from allianceboard, a next generation alliance management platform and The Rhythm of Business on why the time has come to digitize your practice to drive value for stakeholders, your partners, and you.

Seeing the Big Picture

Not long ago, an executive newly appointed to lead the alliance management function for his company—but who had no alliance management experience—asked us, “How do I see what is going on across all of our alliances? I am used to starting my day looking at a dashboard that lets me know what needs my attention.” We had to explain to him that currently, within his company, he would have to manually aggregate individual alliance managers’ monthly reports to get an overall picture. But that need not be the case. 
 
As we’ve been describing in this series of posts, external events coupled with the growth in the number and types of alliances and other collaborations are shining a spotlight on the need to digitize certain aspects of alliance management workflow and administration. If our newly appointed alliance executive had in place a digital alliance management platform, he would have had the ability to aggregate all the alliances in his portfolio—or any relevant subset thereof—into a single dashboard and understand them in relation to one another. It would also help him better appreciate the work of his allian...
The Alliance Management Mashup—Bridging the Digital Divide: ASAP Summit Virtual Roundtable
4. News and Events / August 12th, 2020
Summary of ASAP Global Summit Roundtable Discussion

Download a pdf of the discussion slides

Digital health has the potential to improve the health of millions of patients and radically change the way health services are delivered. In addition to providing benefits to patients and providers, the benefits for companies offering digital technology and life science products and services are substantial. It is a productive alliance of two innovative industries that not only innovate very differently, they go to market and partner differently. No wonder high tech and biopharma alliance managers have different jobs!
In digital health initiatives, the job of the alliance professionals is to bridge differences and find a third way that results in creating successful outcomes for the patients, providers, payers, and partners.

As part of the 2020 ASAP Global Alliance Summit, we gave a presentation on the topic and hosted a roundtable discussion of several technology and biopharma alliance professionals. The following are the highlights from o...
The Golden Package Leads to the Payoff
1. Partnering Guide / July 31st, 2020
This is Part Three of a three-part series about an exemplary research collaboration between global biopharmaceutical giant AbbVie and BioArctic, a research-intensive Swedish biopharmaceutical company. The purpose of the alliance was to develop antibodies (immunotherapy) based on promising science discovered by BioArctic that could stop progression of the debilitating Parkinson’s disease (PD). The partners wish to share their experiences so that both their companies and others may benefit. The Rhythm of Business was engaged after their collaboration had achieved its primary objective to help the partners examine their alliance, identify repeatable practices, and tell their story.
 
Read Part One: The Making of a True Collaboration
Read Part Two: How the AbbVie-BioArctic Partnership Executes Collaboratively
 
For two years the partners had been following the workplan, advancing the science that they hoped would produce a game-changing treatment for Parkinson’s Disease. For that to happen, AbbVie had to “opt-in” to license the antibodies for clinical development. If it decided not to, for any number of valid business or scientific reasons, BioArctic would need to go find another partner. If that rejection were to occur, it would cost them valuable time in both the exclusivity to the underlying intellectual property and in the competitive arena. It would result in devaluing the asset in the eyes of a new development partner.  In October 2018 BioArctic delivered the “Golden Package” containing the fruits—all the data and deliverables—of the two years of work to AbbVie, which had 90 days to make a decision. Thanks to a proactive approach with much of the ground already laid, the review was quick and internal alignment secured. Within two weeks it informed BioArctic that it would exercise its license option bringing the alliance to a succ...
Digitizing Alliance Management for Agility and Efficiency
1. Partnering Guide / July 15th, 2020
This is the second in a series of posts from allianceboard, a next generation alliance management platform and The Rhythm of Business on why the time has come to digitize your practice to drive value for stakeholders, your partners, and you. Louis Rinfret, PhD, founder and CEO of allianceboard contributed this post. Access the first post in this series Digitize Your Alliance Management Practice to Provide Visibility, Promote Agility, and Create Value
 


How do you ensure your alliance team is agile and efficient while managing a growing portfolio?  As companies race to innovate and grow, heads of alliance management functions must plan how to support the increasing demands on their teams.

Working harder with current systems and processes is not sustainable in most situations.  Leaders must then think strategically and envision how they...
Reimagining Alliance Management for the Next Normal: ASAP Summit Virtual Executive Roundtable
4. News and Events / July 1st, 2020

Summary from exclusive ASAP Global Alliance Summit executive virtual roundtable. Download the discussion slides

“We are all operating in a new norm and we need to evolve with it.” So stated one of the alliance executives The Rhythm of Business invited to a virtual roundtable discussion during the 2020 ASAP Global Alliance Summit on reimagining alliance management for the next normal. We approached the topic from two angles:
 
  • The impact of COVID-19 on a people-intensive business that depends on good relationships
  • The increased demand for alliance management services as companies’ alliance portfolios continued to grow in size, complexity, and new types of digital and service alliances, even before the pandemic
The silver lining of needing to find a next normal is that it gives license to fix what is broken, it forces us to become more resourceful and agile, and focuses us on what...
Digitize Your Alliance Management Practice to Provide Visibility, Promote Agility, and Create Value
1. Partnering Guide / June 30th, 2020
This is the first in a series of posts from allianceboard, a next generation alliance management platform and The Rhythm of Business on why the time has come to digitize your practice to drive value for stakeholders, your partners, and you.

The Time to Digitize is Now

We’re Zooming and Hanging Out every day. Going-to-Meeting, Teaming, and Webexing from morning until night. These conferencing apps are familiar tools to alliance managers; it is just that our reliance on them has grown as we manage alliances from a distance. As helpful as they are when meeting virtually, approximating face-to-face meetings except for the essential relationship-building step of breaking bread and raising a glass, they facilitate only a portion of alliance management activity that provides the services stakeholders value. The demands of remote work lay bare the need to accelerate an essential component of applying agile principles to alliance management—digitizing certain aspects of alliance management workflow and admin...
On the Agenda at the ASAP Global Alliance Summit
4. News and Events / June 21st, 2020
The Summit may be virtual this year, but The Rhythm of Business is very much engaged. We are proud to be long-time members, sponsors, and contributors to the ASAP community and to participate in this first virtual Global Alliance Summit.

 - We’re presenting On Demand Session 502, The Alliance Management Mashup: Bridging the Digital Divide
 - Jan Twombly is moderating live stream Session 207 Biopharma Commercial Alliance Management Challenges on Thursday, June 25 at 11:15 am EDT
 - We are also hosting an exclusive virtual executive roundtable on Reimaging Alliance Management for the Next Normal on Thursday, June 25 from 9:00 – 10:00am E...
The Making of a True Collaboration
1. Partnering Guide / June 6th, 2020
This is Part One of a three-part series about an exemplary research collaboration between global biopharmaceutical giant AbbVie and BioArctic, a research-intensive Swedish biopharmaceutical company to develop antibodies (immunotherapy) based on promising science discovered by BioArctic that could stop progression of the debilitating Parkinson’s disease (PD). The partners wish to share their experiences so that both their companies and others may benefit. The Rhythm of Business was engaged after their collaboration had achieved its primary objective to help the partners examine their alliance, identify repeatable practices, and tell their story.
 
At the September 2014 Parkinson’s Congress in Stockholm, Sweden, Gunilla Osswald, CEO of BioArctic approached the AbbVie booth and asked whom she should talk with about her company’s Parkinson’s Disease program. She was directed to AbbVie’s Europe-based search and evaluation team member who told her that BioArctic’s program was too early for AbbVie to consider. “Come back when you’ve humanized the antibody,” he said.

Fifteen months later, having successfully humanized the antibody, Osswald was meeting with AbbVie’s search and evaluation lead for neuroscience at a partnering conference. Their meeting was supposed to be a brief 20 minutes. Layer-by-layer it became 90 minutes of scientific discovery. It was the first step in establishing a critical trust building foundation for what would become a successful collaboration on promising science to treat a disease with no known cure.

This partn...
Bridging the Gap to the Next Normal
1. Partnering Guide / May 9th, 2020
As we try to find our way to the next normal for the economy and our lives, a tremendous leadership challenge presents itself to alliance professionals: How to reimagine the people-centric business of partnering when team members’ personal lives are disrupted or worse, remote work is the norm, there is great economic uncertainty, and intense pressure on resources? Add to this the fact that cross-industry, multi-partner as well as public-private collaboration is required to innovate our way out of this crisis. The number of partnerships for tests, vaccines, treatments, and medical equipment is exploding, as this graphic from CB Insights (Figure1) depicts. How can alliance management expertise be applied to this speed, scale, and scope of partnering so that time and money is not squandered by the inherent inefficiencies in partnering?

Even bef...
Upcoming ASAP Netcast Event: Reimagining Alliance Management as an Agile Capability
4. News and Events / May 9th, 2020
Session Description
Before COVID-19 biopharmaceutical alliance managers were dealing with an increased demand for their services as companies’ traditional alliance portfolios continued to grow in size and complexity. With COVID-19 and virtual work, an additional burden has been added, but a new urgency to rethink how alliance management is done presents itself. Add to that all the new types of service, data, and digital partnerships being stood up and it is clear the time has come to reimagine how alliance management practices are implemented and the capability organized and resourced to meet growing demand.

The need to become more agile, iterative, and focused on what truly matters is great.

Agile principles have been applied to businesses as varied as Haier, a white goods manufacturer, and global healthcare companies such as F. Hoffmann-LaRoche with impressive results. This webinar introduces a practical approach to applying agile methods to the practice of alliance management and the structure of a function or team. Participants will learn:
  • How to build a stable backbone to enable rapid decision making and a focus on work that creates value
  • An agile approach to staffing the management of alliances that better utilizes available resources
  • How to use specialist roles to drive innovation
  • How to create service level agreements to ensure services provided are those that deliver the greatest value to stakeholders
  • The benefits of digitizing workflow and administration to deliver consistently superior work product—and build good alliance hygiene among stakeholders
Watch the webinar
Download our whitepaper Demand for Alliance Management Has Changed. Are You Ready?  for more on this topic.
 
A Message to Alliance Professionals: Let's Not Let the Crisis Go to Waste
4. News and Events / March 16th, 2020
Making Lemonade: Never Let a Crisis Go to Waste

The unfortunate appearance of COVID-19 has all of us scrambling to keep our families, employees, and customers safe while keeping our businesses operating. At The Rhythm of Business, we’re taking all recommended precautions, ceasing travel, and the hosting of meetings in our offices until it is safe to gather in person again.
 
However, as the eminently quotable Winston Churchill said, “Never let a good crisis go to waste.” We are following his advice and innovating how we deliver professional development and carryout our VitalSigns Alliance Operations Effectiveness Assessment to help the alliance management community continue to deliver value that ultimately benefits customers and patients.

Virtual Alliance and Collaboration Professional Development

Over the past several months, we’ve seen a big uptick in the number of companies wanting to offer alliance and collaboration training. In the spirit of lemonade from lemons—making the best of a bad situation—we are working with our clients to create virtual training sessions, following leading practices of distance meetings. We’ll take our day-long, or multi-day, in-person sessions and break them up into a series of webinars, making them interactive with polling and chat. In between webinars, we’ll host small groups to work on case studies, analyze situations, and take part in exercises to apply the learning. Jeff Shuman’s experience of many years of conducting MBA classes with a combination of in-person and online students is very relevant and helpful.

If you’ve been thinking about offering training to alliance team members, part-time alliance managers, or governance committee members, this is an opportune time to do so. Afterall, potential participants won’t be travelling any time soon. Here is a brief slide deck introducing our alliance and collaboration professional development offerings and how we tailor them to your current and expected portfolio of asset-based, service, digital, and data alliances, from the lab to interactions with payers.

Take the VitalSigns of Your Alliance

These challenging times require alliance teams to rally around a North Star focused on the value the alliance is intended to deliver to customers, patients, and the partners to the alliance. One way alliance professionals can deliver value to their stakeholders is to evaluate how well the alliance is collaborating and overcoming the inefficiencies that cause risk and prevent the partners from receiving intended value. Our VitalSigns Alliance Operations Effectiveness Assessment pinpoints the actions leadership and management can take now to guide their teams to overcome those inefficiencies, differences of opinion and ways of working, as well as to address simmering conflict and find innovative “third ways” that offer value creating solutions. We are taking the alliance governance committee workshops that are an integral part of this process virtual, meaning that we can speed up the realization of benefit by having a special purpose meeting that doesn’t need to wait for a spot on the agenda.

We’re Eager to Collaborate with You

There is no doubt these are challenging times. Collaboration and partnering has never been more important in all aspects of our lives. The Rhythm of Business is creatively addressing the challenge and ready to work with you to ensure that we make lemonade, innovating our way through this crisis.

In collaboration and partnership,

Jan and Jeff

Jan Twombly and Jeff Shuman
The Rhythm of Business
Reach Jan at +1 617.851.0135 or jan@rhythmofbusiness.com
Reach Jeff at +1 508.954.2896 or jeff@rhythmofbusiness.com
Reimagining Alliance Management as an Agile Capability--Part One of Four
1. Partnering Guide / March 15th, 2020
This is Part One of a Four Part post on adapting and applying certain principles of agile management as a means of meeting the increased demand for alliance management services as the scale, scope, and complexity of biopharmaceutical asset, service, digital, and data alliances and partnerships grows.

Download a pdf of all four parts of “Reimagining Alliance Management as an Agile Capability” plus “What to Do When it Gets ‘Just Too Hard.’”   


In our post What to Do When It Gets “Just Too Hard” we describe a challenge biopharmaceutical alliance professionals are facing: How to provide proactive, value creating alliance management services to company stakeholders and partners when the number, variety, and technical complexity of partnerships exceeds the ability of alliance managers to implement a traditional management model across the scale and scope of the overall corporate portfolio. A promising approach to the problem lies in adapting and applying certain principles of agile management. In this post we explore what is meant by agile and how it can be implemented in an alliance managemen...
Reimagining Alliance Management as an Agile Capability--Part Two of Four
1. Partnering Guide / March 14th, 2020
This is Part Two of a Four Part post on adapting and applying certain principles of agile management as a means of meeting the increased demand for alliance management services as the scale, scope, and complexity of biopharmaceutical asset, service, digital, and data alliances and partnerships grows.

Download a pdf of all four parts of “Reimagining Alliance Management as an Agile Capability” plus “What to Do When it Gets ‘Just Too Hard.’”  
 


Read Part One of Reimagining Alliance Management as an Agile Capability

Practice Component 1:  Resourcing the Portfolio

One of the key reasons for reimagining alliance management as an agile capability is because there is currently a mismatch between the scale of enterprise partnering and professional alliance management resources. Current practice addresses this through traditional tiering and scoping that result in unmanaged alliances and diminished value to stakeholders of alliance managers who are spread too thin to deeply en...
Reimagining Alliance Management as an Agile Capability--Part Three of Four
1. Partnering Guide / March 13th, 2020
This is Part Three of a Four Part post on adapting and applying certain principles of agile management as a means of meeting the increased demand for alliance management services as the scale, scope, and complexity of biopharmaceutical asset, service, digital, and data alliances and partnerships grows.

Download a pdf of all four parts of “Reimagining Alliance Management as an Agile Capability” plus “What to Do When it Gets ‘Just Too Hard.’”  

Read Part One or Part Two of Reimagining Alliance Management as an Agile Capability


Practice Component 2:  Increasing the Agility of Alliance Management Practices 
 

There are many ways to build agility into alliance management practices. The Service Level Agreements between alliance managers and stakeholders shape expectations and focus resources on the work that delivers the greatest value to stakeholders and enhances the partner experience. Successful implementation of services requires standardization, meaning that everyone understands the language and how t...
Reimagining Alliance Management as an Agile Capability--Part Four of Four
1. Partnering Guide / March 12th, 2020
This is Part Four of a Four Part post on adapting and applying certain principles of agile management as a means of meeting the increased demand for alliance management services as the scale, scope, and complexity of biopharmaceutical asset, service, digital, and data alliances and partnerships grows.

Download a pdf of all four parts of “Reimagining Alliance Management as an Agile Capability” plus “What to Do When it Gets ‘Just Too Hard.’”  

Read Part OnePart Two, or Part Three of "Reimagining Alliance Management as an Agile Capability"
 
Practice Component 3:  Adapting the Alliance Management Organization

Typically, the resourcing model has been that each alliance has one alliance manager and that each individual has responsibility for multiple alliances. Certainly, there are exceptions for very large and complex alliances, and in advanced companies that have recognized the need for new ways of working, but by and large the traditional model remains entrenched. This means that alliance management functions, groups, or teams do not operate as teams; they operate as collections of individual contributors. Agility depends on purpose driv...
Collaboration: Conceptually Simple, Operationally Challenging
2. Thought Leadership / March 10th, 2020
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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 allows data and documents to be shared. It is treated as a value, a competency, and even an event.

No wonder companies are struggling in their efforts to increase collaboration, as recently described by Harvard’s Francesca Gino. Yet building an organization’s ability to collaborate has become critical. The Institute for Corporate Productivity finds that the ability to collaborate is “highly correlated with market performance.”

Neither finding comes as any surprise. Collaboration is conceptually simple and operationally challenging. Our own hands-on experience, coupled with research implemented through our Collaborating to Win™ assessment of individual ability has consistently linked better collaboration to better outcomes. The key questions for leaders implementing strategies that hinge on partnerships and alliances with external parties are, “How to define collaboration as a behavior?” and “How to build it as an organizational capability…and advantage?”

This collection of posts from The Partnering Guide™ blog presents our perspective based on over 20 years of personal experience, research, and helping others implement collaboration as a strategic and purposeful way of working. We hope you find these posts enlightening and welcome your thoughts and stories of creating successful outcomes through collaboration.
Collaborative Leadership: The Antidote to the Collaboration Paradox
1. Partnering Guide / January 21st, 2020
Thus far in this series of posts on collaboration, we’ve defined it as a purposeful, strategic behavior that is easier said than done. This is because of both a failure to build the capability—the mindset, skillset, and toolset—to collaborate across boundaries and the collaboration paradox—the systems, processes, and policies that helped companies be successful in the past that today impede their ability to collaborate. In this post we look at both collaborative leadership and the leadership system required to support and implement the capability as the antidote to the people and organizational challenges of achieving success in cross-boundary collaborations....
What to Do When It Gets “Just Too Hard”
1. Partnering Guide / January 2nd, 2020
A very successful entrepreneur once told us she knew it was time to iterate her assumptions and change her business when the current way she was doing something was “just too hard.” Ever since that conversation, we watch for this signal. Alliance management within biopharmaceutical firms is showing many signs of hitting the tipping point where it is just too hard to continue implementing alliance management practices as is typically done. One of the key issues raised during our 2018 research project with more than 30 biopharmaceutical companies both large and small was the challenge of an ever-increasing workload—both a growing portfolio to manage and the increasing technical complexity of the alliances making up the portfolio.[1]

Lat...
Show a Little Alliance Management Love for Medical Affairs Presented at ASAP Biopharma Conference
4. News and Events / September 24th, 2019
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The 2019 ASAP Biopharma Conference is in full swing, with record attendance. The opening day included a session moderated by Jan Twombly, President, The Rhythm of Business on why collaboration between medical affairs teams in complex alliances is crucial and how alliance managers can be certain they are positioned for success, thereby increasing the likelihood the alliance will achieve its intended va...
Two New Alliance and Partnership Management Training Programs Kickoff 2019 Learning in Action Agenda
4. News and Events / January 31st, 2019
Build speed and agility into partnership development and management by acting like a startup business. Drive customer-obsessed partnering outcomes by demonstrating collaborative leadership. Our two new Learning in Action™ programs help you and your team “get smart quickly” and drive business transformation.  

The Rhythm of Business announces two new Learning in Action™ opportunities to help businesses create and grow the partnerships and alliances they need in order to provide the transformative outcomes customers seek. These programs are delivered in person for maximum learning and include: principles, guidance and tools, application through either a case study or working an actual situation—potentially with a partner—activation support, as well as tracking and reporting of success metrics. Program descriptions and links to session overviews and sample co...
Closing the C-Suite's Collaboration Gap
1. Partnering Guide / December 20th, 2018
Earlier this month, we presented and recorded a webinar to expand upon our mini e-book that we wrote together with our partner Alliancesphere, Own Your Transformation: A Five-Point Agenda for Creating Your Organization’s Collaborative Leadership System. The key message of the presentation is to urge alliance professionals to take charge of closing the gap between the happy talk about the importance of partnering and the actual ability of organizations to collaborate and partner well in a digital world....
Own Your Transformation: Creating Your Organization's Collaborative Leadership System
1. Partnering Guide / November 6th, 2018
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Technology + Partnering together are today’s business imperative. They are redefining and rewiring organizations and what it means to be a leader. Partnering is happening everywhere, requiring collaborating internally and externally—at all levels and across all functions—with unprecedented speed, scale, and scope. It is apparent to leaders now: digital transformation doesn’t happen without robust partnering capability.

The challenge and opportunity for today’s collaborative leaders could not be more meaningful and impactful:
How will you create, deploy, and integrate a leadership system for collaboration from top-to-bottom and end-to-end, overcoming organizational boundaries, inertia, and old ways of leading?

The SMART Partnering Alliance of The Rhythm of Business and Alliancesphere offer a five-point collaborative leader’s transformation agenda— a roadmap for creating your organization’s leadership system for a rapidly changing digital world.
Coping Strategies for Overstretched Biopharma Alliance Executives
1. Partnering Guide / September 15th, 2018
It has been said by more than one executive that having too much work for her team to manage is a “high-class problem to have.”  If you buy that thinking, biopharma alliance executives have a very high-class problem to cope with!

The Rhythm of Business has interviewed over 30 alliance executives from a wide-range of biopharma, biotech, and animal health companies to understand and report on the current state of practice. Our core finding is that alliance management is here to stay in biopharma. It is viewed as a strategic capability, essential to the organization, with increasing C-Suite visibility and support.

What we’ve also learned is that alliance management teams are dealing with growing portfolios of alliances to manage along with greater technical components to their alliances. Some 86 percent of interviewees report growin...
Fail Fast to Learn Fast
1. Partnering Guide / May 1st, 2018
Partnering at the speed of business requires the entrepreneurial agility to adapt and evolve, especially when pursuing a business transformation agenda. Agility and nimbleness can be quite challenging in complex partnerships that must navigate the strategies, structures, processes, and cultures of two or more companies to get anything done...
Designing the Why, What, and How of Your MVP - Minimum Viable Partnership
1. Partnering Guide / March 6th, 2018
Lorin Coles, our partner at Alliancesphere, often says, “There is a difference between vibration and forward motion.” The winners in business today recognize speed is the currency of business—and using it to move in the right direction is equally critical. With apologies to Lewis Carroll, too many companies take the approach of “if you don’t know where you are going, any road will do.”
 
When it comes to building the partnerships that allow you to co-create, co-develop, and monetize complex solutions, being ready to move forward with haste takes a robust framework that lets you identify and engage with the right partners at the right time...
Joint Development of Complex Solutions Requires Extreme Partnering
4. News and Events / February 8th, 2018
Mini-workshop at ASAP Global Alliance Summit, March 28, 2018 mixes partnering acumen with entrepreneurial know how to present a framework for co-creating complex solutions at the speed of business....
Can a 'Dinosaur' Dance in Its Fourth Industrial Age Ecosystem?
5. Case Studies / February 6th, 2018
The technologies of the Fourth Industrial Age have greatly magnified the speed, scale, and scope of partnering...
Ironing Out the Differences in a Billion-Dollar Initiative
5. Case Studies / February 6th, 2018
Two tech giants saw an opportunity to launch a significant new initiative within an already existing alliance....
A Turnkey Partnering Center of Excellence
5. Case Studies / February 6th, 2018
A global biopharma company with a large number of alliances and other collaborations-- academia, service providers, consortia, emerging biotechs, and other big pharma-- engaged us to create both in-person and online alliance management training and tools, customized for their portfolio and way of working....
20 Years Later Rhythm is More Important than Ever
1. Partnering Guide / February 4th, 2018
AUTHOR: Jeff Shuman

As January drew to a close, I couldn’t help but to think back 20 years, to the end of January 1998, the month my book, The Rhythm of Business: The Key to Building and Running Successful Companies was first published.[1] It describes the natural development process successful entrepreneurs use to build and run their businesses.
 
In metaphor and in reality, successful entrepreneurs feel the rhythm of their business. When they do, they know what they need to learn about their customers, the partner ecosystem, and the business model that will create, deliver, and capture value for all concerned. That focus on “getting smart quickly” lets them operate with necessary speed and the agility to adjust with quick, easy grace as they learn what enables their success.
...
Optimize The Portfolio to Drive Growth
5. Case Studies / December 22nd, 2017
A change in strategy in this software company led to a rethinking of partnering strategy and a realization that 90% of business was coming from 10% of the partner portfolio....
Sometimes Success Means No More Lawsuits
5. Case Studies / December 21st, 2017
We are often called upon to develop a company’s first alliance management functio...
Into the Vortex: Leading the Power to Partner Everywhere – Presentation at Strategic Alliance Management Congress
2. Thought Leadership / May 9th, 2017
AUTHOR: Jan Twombly
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Biopharma partnering professionals, access our presentation from the May 2017 Strategic Alliance Management Congress.

Partnering is ubiquitous. It is happening everywhere in every function of a biopharma company. New partners often come from unexpected places. An ecosystem perspective is required to address new challenges and keep traditional alliances and collaborations on track. Explore the implications on how alliance processes must adapt and evolve – from partnering models to governance and measurement. Understand the new mindset and skillset required for alliance managers to succeed now that partnering is everywhere.
It is Within Your Reach: The Power to Partner Everywhere
1. Partnering Guide / December 8th, 2016
AUTHOR: Jan Twombly

Everywhere – In every place or part; in all places. The power to partner everywhere means that throughout your business, wherever it engages with external partners, the mindset, skillset, and toolset to partner well are infused in the culture, ingrained in behavior, and integrated into how work gets done.


Building this capability is an urgent organizational imperative. You need it to benefit from the transformation heralded by the technologies of the fourth industrial revolution. The economic and human value these technologies are expected to produce is huge – as much as $11 trillion per year from the Internet of Things, just one such technology. The relationship with the customer is being upended and business processes and business models are being reshaped by these technologies. But no one company can do it alone.  The speed, scale, and scope of partnering required today are unprecedented. Partnering is ubiquitous. To benefit, you need a next generation partnering everywhere capability.

The Power to Partner Everywhere: Why You Need It, What It Is, How to Build It, the latest publication from SMART Partnering,TM a venture of The Rhythm of Business and...
The Power to Partner Everywhere: Why You Need It, What It Is, How to Build It
2. Thought Leadership / December 8th, 2016
AUTHORS: Jan Twombly, Jeff Shuman, and Lorin Coles
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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, the latest publication from SMART Partnering,TM a venture of The Rhythm of Business and Alliancesphere is your guide to designing and building this capability. It is the central organizational imperative of our time.

Companies need a next generation partnering everywhere capability to benefit from three trends that are upending the relationship with the customer, reshaping business processes, and disrupting business models. We outline five design principles to get you started on this journey, which must be championed and owned by the executive suite.

However your company is preparing for the impact of digital business transformation, a next generation partnering everywhere capability is essential for your success.
The Ubiquity of Partnering and Why Every Company Needs the Ability to Partner Everywhere
1. Partnering Guide / October 13th, 2016
AUTHORS: Jan Twombly and Jeff Shuman


Maybe it is starting to sink in. Just maybe it is starting to be understood. The ways and the depth with which we connect with others, connect our organizations, and share data, knowledge, and experience are driving business, societal, and personal value. This means managing external collaborative relationships well – a.k.a. partnerships and alliances – makes a difference in the outcomes we get!

Here are two recent studies that see the light: 

...
Taking a Horizontal Approach to the Vertical Partnering Challenge of IoT
1. Partnering Guide / July 25th, 2016
AUTHOR: Jan Twombly and Jeff Shuman
 

Our previous blog post stated that partnering could be either the connective tissue or the Achilles’ Heel of a company’s efforts to capitalize upon the tremendous opportunities offered by the Internet of Things (IoT)--and all the technologies enabling the digitization of business, the shift to everything as a service (XaaS), and outcomes-based business models. We said that smart companies are rethinking their partnering practices from the customer back – and finding that what they’ve been doing is no longer sufficient for the speed, scale, and scope of partnering today.

At the crux of the issue is that in order to deliver the turnkey solutions customers require, companies need the ability to assemble just the right mix of partners for that customer scenario – and hope that can become a replicable industry use case, relevant for many more customers without tremendous customization. The path for achieving this appears to be a targeted and precise vertical focus.

...
It is Time to Think Differently - Taming the Complexity of IoT Partnering
1. Partnering Guide / May 3rd, 2016
AUTHORS: Jan Twombly and Jeff Shuman
 

The Internet of Things (IoT) is upending partnering “best practices.” One practice is clear: no company succeeds alone. It takes an ecosystem.

This is partnering at a scale, scope, and speed unprecedented until now. It requires creativity and bold experimentation. Companies must learn quickly, iterate strategies, manage complexity, and try new models for value creation, delivery, and capture.

“We know how to partner. We’ve been doing it for 20 years.” These are deadly words when said about partnering for the Internet of Things....

Designing Minds Want to Know
1. Partnering Guide / April 6th, 2016
AUTHORS: Jan Twombly and Jeff Shuman


In a recent appearance at the Boston College CEO Club, GE’s Jeff Immelt remarked that one of the reasons GE is moving its headquarters to Boston is that he wants to be in the “sea of ideas” driving the innovation and change that surrounds the industrial internet. In his words, he wants people “terrified and paranoid” because all the innovation and change around them could make them obsolete if they don’t evolve and grow, too.

While some may consider this an overstatement, there is enough change happening in business models, strategies, operations, and how leading companies execute for success to give us pause and ask:

Shouldn’t partnering models and practices evolve, to...

Does Your Company Have the Power to Partner Everywhere?
1. Partnering Guide / February 29th, 2016
AUTHORS: Jan Twombly and Jeff Shuman


If it is March it must be time for the ASAP Global Summit! This year’s conference – the last one for which Jan is leading the programming, stepping down from the role after 7 years – is organized under the theme of Partnering Everywhere: Leadership for the Ecosystem. The programming committee chose this theme because of how pervasive partnering has become across the enterprise and the diversity of business and partnering models that are developing across all industries. Businesses are partnering with companies and institutions never thought about previously. Cross-sector and multipartner arrangements are proliferating. Value is not just financial; it is multifaceted and evolves uniquely as each partnership matures.

Success in ecosystem partnering is not happenstance—it takes careful design. Three components—strategy, governance, and execution—must work together seamlessly to give your organization the partnering capability it requires today.

At The Rhythm of Business and in the work of the transformation-focused SMART Partnering™ Alliance with Alliancesphere that we announced at the 2015 ASAP Global Summit, we are confronting this challenge head...

The Mission Endures, The Journey Continues
1. Partnering Guide / December 23rd, 2015

AUTHOR: Jan Twombly and Jeff Shuman

As we reach the end of 2015, we can only look back at an amazing year and ahead with giddy anticipation of what 2016 will bring. This is the year we finally hit the tipping point in the transformation of business that first prompted us to begin our journey into...

A Mindset for the Biopharmaceutical Alliance Manager in the Era of Connected Ecosystems
2. Thought Leadership / December 23rd, 2015

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Author: Jan Twombly

First in a series to challenge the profession to “think differently,” we describe a mindset – a way of thinking about the role of the alliance manager that transcends “best practices.” For those new at alliance management – and executives who need...

Suddenly, Partnering is New Again
1. Partnering Guide / June 8th, 2015

AUTHOR: Jan Twombly and Jeff Shuman

Over the years partnering has gone through many cycles, falling in and out of favor but still somehow, never really being considered a strategy of choice, unless a company was born with it as part of its core business model. In most traditional companies, sen...

Think Your Company is SMART? Check Out Your Score on The SMART Partnering Spectrum
1. Partnering Guide / April 25th, 2015

AUTHOR: Jan Twombly

We are pleased to offer a complimentary SMART Partnering Assessment of your company’s partnering capability. Simply complete this brief 15 question, 5-minute survey and you will be provided with customized feedback from the SMART Partnering Alliance – The Rhythm of Busine...

New Whitepaper; SMART Partnering: Orchestrating Success in the Era of Connected Ecosystems, ASAP Global Summit and as Seen in Strategic Alliance Magazine
1. Partnering Guide / February 27th, 2015

AUTHOR: Jan Twombly

It is ASAP Global Summit time again and as we head to snow free and warm Orlando, Florida from the grasp of one of the two worst winters in Boston’s recorded weather history, we are excited about more than the chance to leave the snow boots and shovels at home!

At the Su...

Will 2015 be the Year of Partnering? The Chief Strategy Officer Summit Offers a Good Omen
1. Partnering Guide / December 31st, 2014

AUTHOR: Jan Twombly and Jeff Shuman

As 2014 winds to a close, we pause to reflect on the past year and to think about what the New Year may bring. It has been a pretty good year for partnering professionals and anyone who believes in the power of collaboration.

Brilliant new partnerships inte...

Strategic, Entrepreneurial and Adaptable: Qualities for Alliance Success
1. Partnering Guide / November 16th, 2014

AUTHOR: Jan Twombly

I had the pleasure of moderating the ASAP New England Chapter’s event earlier this month, Alliance Management in an Age of Disruption. Our panel of cross-industry alliance professionals tackled a number of issues, including:

  • Causes of disruption in their industry...

Improving Partnering Outcomes – What’s an Alliance Professional to Do?
1. Partnering Guide / September 29th, 2014

AUTHOR: Jan Twombly and Jeff Shuman

Over the past several months we have thought a lot about a question that is both challenging and imperative:

How can alliance managers more directly and more successfully improve partnering outcomes?

We’ve long worked to enhance and increase the impa...

Good Picks on Collaboration, Strategic Alliances and Partnering to Include in Your Summer Reading List
1. Partnering Guide / May 23rd, 2014

AUTHOR: Jeff Shuman and Jan Twombly

 

If you are like me, you are in the process of selecting the books you want to read over the summer. The good news is that with e-books it’s a lot easier to “pack” a number of books as you head off for vacation or just try to squeeze in some beach ti...

Healthchecking Consortia
2. Thought Leadership / April 13th, 2014


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Author: Jan Twombly

Recently, an alliance professional asked us how to conduct a “health check” of a pre-competitive consortium. Like many research-intensive companies, his company belonged to - and had made investments in - many of these organizations. To maximize thei...

Presentation: Right Partners, Right Strategy. Taking a Strategic Approach to the Partner Portfolio
2. Thought Leadership / April 3rd, 2014

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Author: Jan Twombly

This presentation was given by Jeff Shuman of The Rhythm of Business, Lorin Coles of Alliancesphere and Scott Musson and Jack Barrata of Red Hat at the 2014 ASAP Global Alliance Summit.

 

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Designing and Managing Alliance Networks
2. Thought Leadership / September 4th, 2012

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Author: Jan twombly

Networks bring multiple entities together in ways that offer some of the same benefits and challenges as alliances. They also bring unique management challenges. This paper introduces the concept of networks of alliances and other collaborative relationships a...

Measuring and Managing the Alliance Portfolio
2. Thought Leadership / March 26th, 2012

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Author: Jan Twombly

Measuring across the portfolio provides a consistent basis to compare like alliances so that the portfolio may be managed. Managing across a portfolio allows leadership to ensure that its alliance partners, in totality, are providing the desired strategic and...

How Alliance Management Delivers Value: Moving Beyond Best Practices
2. Thought Leadership / January 20th, 2011

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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...

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