Alliance Brand Fulfilling the Promise of Partnering 1st Edition by Mark Darby ISBN 978-0470032183 0470032189

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Product details: 

ISBN 10: 0470032189

ISBN 13: 978-0470032183

Author:  Mark Darby

As pressure continues to build on organisations to achieve more with less, partnering offers tremendous promise as a strategic solution. However, up to 70% of such initiatives fail to meet their objectives. In this book, alliance expert Mark Darby argues that, in the age of the extended enterprise, firms must display a positive reputation and hard results from their alliances in order to attract the best partners and stand out from the growing crowd of potential allies. Building on this, he introduces the Alliance Brand concept, explores its critical success factors, and shows in detail how to apply it in your organisation.

Darby’s straightforward advice and comprehensive maps and tools will guide you on the journey to fulfilling the promise of partnering. The results are higher revenues and reduced alliance failure rates, along with lower costs and fewer risks. Alliance brands also have more satisfied staff and partners, and a transparent, audit-friendly process to satisfy increasing governance concerns. This leads to sustainable alliance success, and ultimately ‘partner of choice’ status in your chosen industries and markets.

That’s a compelling return on investment. That’s an Alliance Brand.

Table of contents: 

Part I – Using Alliances to Create Value
Chapter 1: How Value and Advantage Affect Firm Activities

• What is value

• Understanding competitive advantage

Chapter 2: Understanding Alliances

• Alliance ambiguity

• Defining alliances

• What alliances are not

• Assets are what you access

• Alliances pervade the value chain

• Alliances have differing values and importance

• Partners come from various sources

• Complex relationships

Chapter 3: Forces Driving the Formation of Alliances

• Customer demands and industry standards

• Increasing pace of change with growth and cost pressures

• Regulation and governance

• Increasing M&A challenges

• Capital, size, learning and competitive threat

Chapter 4: Characteristics of Successful Alliances

• Alliance spirit

• Building trust

• What an organisation that wins with alliances does for success

Chapter 5: Forces Challenging Alliance Success

• Alliance failure rates

• Other forces challenging success

Chapter 6: The Concept of Alliance Brand

• Reputation in context

• Brand in context

• Alliance brand as a timely initiative

• Examples of alliance brands

• Getting results, reputation and alliance brand status

• Does your organisation need an alliance brand?

Part I Summary

Part II – Building a Capability to Partner
Chapter 7: Achieving Clarity on Strategy and Direction

• The importance of clarity

• Pitfalls to avoid

• Achieving clarity

• Ensuring strategy creates value

Chapter 8: Understanding Core Competences

• Importance of clarity

• Defining core competences

• Internal analysis and challenges

• Next steps

Chapter 9: Making Effective Strategic Choices

• Alliances as one option among many

• Evaluating other options

• Creating a coherent framework

Chapter 10: Attractiveness of Assets

• Using and leveraging assets

• Identifying and assessing values

• Conducting risk assessments

• Framework for use and monitoring

Chapter 11: Internal and External Collaboration Capabilities

• Collaborative cultures

• Factors affecting collaboration

Chapter 12: Governance and Managing Complex Relationships

• Legislation as opportunity

• Dealing with complexity

• Managing reciprocity

Chapter 13: Effectiveness of the Alliance Infrastructure

• Segmenting and managing portfolio performance

• Programme fit and importance

• Resource allocation

• Ease of doing business

• Proposition attractiveness

• Partner selection

• Delivering on commitments

• Knowledge management

Part II Summary

Part III – Winning with Alliances
Chapter 14: Phase 1 – Pre-Alliance

• Context and aims

• Forces pushing for the alliance

• Headline benefits and risks

• Stakeholder alignment

• Resource and cost estimation

• Tools and pitfalls

Chapter 15: Phase 2 – Pre-Partner

• Alliance team alignment

• Value proposition

• Organisational readiness

• Partner characteristics

• Engagement and selection plan

• Stakeholder and risk management

• Tools and pitfalls

Chapter 16: Phase 3 – With-Partner Planning

• Compelling value and aligned targets

• Due diligence

• Relationship architecture

• Tools and pitfalls

Chapter 17: Phase 4 – Alliance Launch

• Project and change management

• Alliance announcement

• Tools and pitfalls

Chapter 18: Phase 5 – With-Partner Delivery

• Results and relationships

• Tools and pitfalls

Chapter 19: Phase 6 – Alliance Reviews

• Objective assessment

• Actions and next steps

• Tools and pitfalls

Chapter 20: The Journey to Alliance Brand and Winning Alliances

• Getting started

• Standing out

• Services and conclusion

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Tags: Mark Darby, Alliance Brand Fulfilling, the Promise