Alliances are a Team
Sport
The
alliances organization is a completely dependent organization – that is to say, we are completely dependent upon the involvement of other
organizations to successfully develop and execute alliances. When we make a
commitment to a partner, we are making a corporate commitment to that partner
on behalf of our company. This means that many organizations at our company (sales, product
marketing, product management, professional services, legal, field marketing, external
communications, etc.) have a role to play and will be engaged early and often as we establish and develop partnerships.
Therefore, as an executive, in order to ensure high performing alliances, it's not only important that you have strong collaboration skills within your alliances organization, you must also ensure that these skills permeate across the company. You want an "alliance aware" organization - where all the departments that are involved in establishing and developing alliances understand how to collaborate, manage conflict, ensure alignment and drive positive outcomes for BOTH companies.
Alliances are a team sport!
Next post: #3 Alliances Make the Pie Bigger
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