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Strategic Partnering, Making It Work

Strategic Partnering or Alliances are the "In" term for business leaders, consultants, marketing and sales professionals.  Everyone wants to form alliances and partnerships.  But the data on partnering and alliances are frightening:

  • 60-70 percent of alliances fail.

  • Fewer than 23% of companies entering into partnerships fail to recover their investment.

  • 64% of failures are the result of poorly developed and poorly managed relationships.

  • 30% of the failure result from poor strategy or business planning.

While it is very difficult to establish and manage successful partnerships, when successful, the results can be compelling.

  • Alliances drive an increasing contribution to revenues, some data indicate they account for 32% of revenues for organizations that have high competence in partnering.

  • Partnering drives higher ROI.  Some surveys indicate ROI's for firms in which partnering is a strategic competence is TWICE the level of firms that do not partner.

This ONE DAY program provides pragmatic guidance on developing and maintaining successful partnerships and alliances.  It is based on best practices and extensive research into the critical success factors for establishing and managing successful partnerships.  Hundreds of people have participated in the private versions of this workshop, leveraging the principles to drive more successful partnering.

Topics Covered: 

  • What is partnering?  Cutting through the confusion of terminology?

  • What are the different types of partnerships and alliances?  What should I choose?

  • Why is partnering important?  Market data on the importance of partnering in driving better results.

  • Successful partnering driven by business strategy, how to look at relationships as a key part of the business strategy?

  • What's so important about Win-Win?  Why do we care?

  • So we need to establish critical alliances, how do we identify the right partners?

  • Developing the partnering operations plan, getting started to assure success.

  • Managing the relationship on a day to day basis, making it work.

  • Managing the partnership for performance.  Creating real results, not press releases.

  • Dealing with problems, how to recognize and manage issues when the partnership goes off-track.

  • Sunsetting the relationship, when is it appropriate to terminate the partnership?

  • The future of alliances and partnering?  What about outsourcing?

This program is appropriate for any business professional responsible for developing, managing, or participating in a partnering effort.  This includes Partnering and Alliance Executives, Business Development Executives, Strategic Planners, Product Management, Product Marketing Managers, Sales Executives, Channel Management and others.

"This is a very complete course on partnerships...plus it is very practical.  It was very helpful to analyze the [Name Withheld] partnership.  It has given our team a good understanding of what has happened, what we need to change, and how we engage our partner in the process."  Product Marketing Director, Large Chemical Products Company.

This workshop is very interactive, enabling each participant to practice applying the tools in real situations.  To maximize the level of interaction and value each participant gets from the workshop, class size is strictly limited to 15 people.

In addition to the workshop notes, all participants will receive tools to help assess and manage relationships.  Tools include the Partnership Health Check, the Partnership Problem Solving Model, Recruiting Checklist, Relationship Profile, and other tools.

In addition:

  • Each participant will also receive 30 days of ongoing telephone coaching from Partners In EXCELLENCE in implementing the tools presented in the workshop. 

  • Each participant will have 6 months of access to the program website to download supplementary tools, articles, and information to help in building their capabilities.

The investment in this workshop is $1150 per person.  This includes all workshop fees, materials, post workshop support, and refreshments at the breaks.  Lunch will be the responsibility of the participant.  Discounts for groups of 3 or more people attending from 1 company are 10%.* 

For the current schedule and to enroll, click on this link  Register For Workshop

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*The cumulative maximum discount for any workshop is 10%.  Custom workshops are available for corporations and organizations. 

Information in this document is subject to change without notice. Other products and companies referred to herein are trademarks or registered trademarks of their respective companies or mark holders.

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