• Overview
• Objectives
• Profiles
• Learning Experience
• Faculty
• Dates & Fees

Adding value through partnership

If one can borrow, why build or buy? More than ever, in today’s climate where cash is king and credit is tight, alliances are a smarter, swifter, more reactive and economical way to pursue strategic opportunities and gain competitive advantages. But alliances, by their very nature, are notoriously difficult to plan, execute and maintain over time.

The Managing Partnerships and Strategic Alliances programme focuses on deepening your understanding of the strategic foundation, the governance structure and the dynamics of the collaborative process. The programme discusses the problems and stumbling blocks in selecting, negotiating and managing alliances. Throughout this intensive programme, both practical and theory are carefully balanced so that you learn not only the frameworks, but also the key behaviours and cross-cultural competencies that lead to collaborative success.

Key Benefits

• Build your skills in partner selection, network development and alliance design
• Develop management approaches for anticipating and resolving stresses at every stage in the collaborative process
• Acquire specific frameworks to help you effectively address cultural issues and capture value

A view from INSEAD on:

• Strategic Alliances

Featured articles

The cyclical approach to relationships
(PWNNET.com, 3 February 2011)

“In any industry, the only reason why two partners decide to enter into a relationship is because both find value added in it”, explains Mary Yoko Brannen, Professor of Strategy and Management at INSEAD and the key note speaker at the European Sub-advisory Summit in Paris. Click here to read this article.

The value of bicultural individuals to organizations
(INSEAD Knowledge – 13 January 2011)

How do companies improve operationally with diverse and talented workforces? By taking advantage of individuals who feel at home in multiple cultures, says INSEAD visiting professor Mary Yoko Brannen. Click here to read the article.

The Managing Partnerships and Strategic Alliances programme begins with a broad discussion of the strategic purpose and value of partnerships and alliances. Participants learn to question the when, why and how of collaboration before progressing to address the five determinants of success:

• Selecting partners and weaving alliance webs: Participants learn to analyse the fit between potential partners and assess complementary skills and capabilities.
• Structuring the alliance: Explores issues such as management structure and conflict resolution to ensure alliances start off on the right footing.
• Building management processes: Looks at fostering collaboration and developing cross-cultural awareness.
• Adapting and adjusting the collaboration over time: Participants focus on overcoming ongoing challenges that can cause an alliance to stumble.
• Building trust and overcoming cultural misunderstandings: Finally participants are given practical tools to complement goodwill and look at the process of building trust and discipline.

Designed for senior line managers and executives directly involved in running collaborative efforts and making the key decisions surrounding alliances andpartnerships. Executives involved in cross-company collaborations on a day-to-day basis and who are directly responsible for their outcome are likely to benefit most. As ever at INSEAD – and mirroring cross-cultural collaborations themselves – the participant group will be highly diverse, representing many countries and industries.

“This programme really helped me to see the big picture of how to leverage our partnership and build on its strength by looking at the positive and value addition for both. A view that might not have been possible if we were involved in the details of managing the relationship.”

General Manager
Al-Muhaidib Technical Supplies
Saudi Arabia

“Excellent team of faculty delivered remarkable learning experience within the limited time.”

CEO Al Yasra Food Company
Kuwait

“One of the single most valuable concepts discussed in Managing Partnerships and Strategic Alliances is the model for alliance value creation logic. It has been very well supported and simplified initial discussions and decisions about if and why to proceed.”

Strategic Partner Manager
Ericsson Radio System
Malaysia

Great minds don’t think alike

INSEAD’s professors represent many cultures, disciplines, and perspectives. Led by acknowledged world experts in their own particular fields, programme faculty remain intimately close to business and most are engaged in cross-disciplinary research.*

Yves L. Doz Programme Director  Emeritus Professor of Strategic Management The Solvay Chaired Professor of Technological Innovation Yves Doz is also Visiting Professor at the Helsinki School of Economics. He was Dean of Executive Education (1998-2002) and Associate Dean for Research and Development (1990-1995) at INSEAD. Professor Doz was also Director of the Management of Technology and Innovation programme at INSEAD, a multi-disciplinary effort involving about 20 faculty members and researchers that ran from 1987 to 1994. Read more...

Ludo Van der Heyden Professor of Technology and Operations Management The Mubadala Chaired Professor in Corporate Governamce and Strategy Academic Director, INSEAD Corporate Governance Initiative

Dates & Fees

This programme is eligible for the INSEAD Executive Certificate in Global Management.

Participants are required to attend an opening dinner prior to the first day of formal instruction.

Please click here for more information about the terms and conditions.

For full details on how to apply, accommodation, and cancellation conditions please visit the Practical Information page

* Fee subject to change. For programmes delivered in France, VAT (19.6%) to be added for companies based in France, or for European companies where no VAT number is supplied. For programmes delivered in Singapore, GST (7%) to be added for Singapore-registered companies.