Managing Partnerships and Strategic Alliances is structured to provide sources of continuity that unite and reinforce participant learning.

Throughout the programme’s schedule of lectures, case discussions and small team working sessions, the “not so soft” topic of cross-cultural awareness and understanding helps participants view complex problems from several perspectives and develop key cultural capabilities.

Secondly, small issue roundtables allow participants to explore their own specific challenges and problems with faculty and peers.

Finally, an alliance workbook gives participants key tools and frameworks to take back to the job.

The 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 four main parameters.

Selecting partners and weaving alliance webs

Learn to analyse the fit between potential partners and assess the complementarity of skills and capabilities. In addition:

• Understand the compatibility of strategic intents and valuation logics between partners
• Recognise the advantages and disadvantages of partnerships vis-à-vis acquisitions or outsourcing transactions
• Distinguish the comparative benefits of webs versus networks
• Ensure that your company is both a potential partner, and aware of possible partners

Structuring the alliance

Increase your ability to start on the right foot by investigating the various issues of:

• Management structure and conflict resolution, co-ordination bodies, contingent contracts, continuation or exit terms
• Interfaces between partnered activities and partner companies

Building management processes: fostering collaboration

Prepare for action by acquiring the skills to:

• Master negotiation and turn tactics into substance
• Forge joint perspective and assessments
• Prepare managers to be partners
• Bridge predictable sources of distance and inter-partner gaps

Adapting and adjusting the collaboration over time: moving forward

Focus on the ongoing challenges that can cause an alliance to stumble:

• Synchronising contributions and benefits
• Shifting roles while maintaining balance
• Maximising learning

Building trust and overcoming cultural (mis) understandings

Gain practical tools to complement good will and understand the process of building trust and discipline:

• Understand different types of trust and the importance of communication
• Learn to discern between national and corporate cultures
• Acquire the ability to reinforce cultural compatibility