1. Integrated
Alliance Management Solution
Timothy R. Roe
AVP - Life Sciences Solutions and Consulting
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2. Our Solution In Brief
An Executive’s Dream
Confidential Co.’s Integrated Alliance Management Solution (iAM)
provides a 360° view of all contractual activities and obligations across
the continuum of relationship types.
iAM streamlines relationship management functions and significantly
enhances an organization’s deal-making and deal-abiding effectiveness
while removing “incompleteness” in agreements.
iAM integrates critical strategic alliance components and templates to
ensure stronger partner trust and to ensure your organization
consistently maintains “Partner-of-Choice” status.
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3. Alliance Management Vs.
Integrated Alliance Management (iAM) by Confidential
Co. Alliance Management encompasses and accomplishes much more
Integrated
for a lower expenditure and with zero risk.
The Confidential Co. Difference…
– Integrated Alliance Management Application and Components
• Integration Intelligence-PV: Alliance Framework and Consulting
• Operations Intelligence-PV: Best Practices and Compliance
• iPrOMPT: BPO On-Line Control, Dashboard, Mobile Drill-down
Confidential Co. is a
• Alliance-Type Templates and Customizations Supporting Member of
ASAP
• Contract and Project Management VIVA Platform
• VIVA-Enabled Customer Portals
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4. The Importance of
An Integrated Alliance Management Application
No two alliances are the same, nor are they easily managed.
Top Ten Competencies of Confidential Co.’s Solution
1. Ensures internal alignment and readiness prior to partner engagement
2. Maintains a single, comprehensive view of the relationship
3. Maintains continuity of intentions, motivations and relationships
4. Facilitates decision-making and communication
5. Provides strongest ability to monitor milestones and metrics
6. Pre-empts issues, facilitates conflict resolution and manages escalation
7. Provides supportive arsenal relative to operational and financial
negotiations
8. Aids in the management of governance structures and process
9. Is an important alliance life-cycle management tool
10. Helps to facilitate the most important aspect of any alliance – TRUST
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5. Confidential Co. Has The In-house Expertise …
Understands All Your Alliance Types
• Global Collaborations and Acquisitions
• Commercialized Products, Promotional Collaborations & JVs
• Pipeline Products (CRO and Pharma/Biotech)
• Scientific Exchange, Clinical Research, Development
• Med Ed, KOL, Speaker’s Bureau
• Other Business Critical Collaborations (Manufacturing, CMO)
• General Business, Other (Legal, Financial, Outsourced Functions, Shared Services)
Understands All Your Interdepartmental Relationships
• Commercial Business Units
• Clinical Research and Drug Development
• LMRC
• Financial
• IT & Reporting, Scorecards and Dash-boarding
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6. Alliance Management Applications
Need to Cover All Relationship Types…
Few Do…
Continuum of Relationship Types
But Ours Does…
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7. Maintaining Partner Trust
(Verification System)
Alliance Management Applications Must Facilitate the
Maintenance of Partner TRUST
• Inhibit missed obligations or milestones
• Track inbound/outbound obligations
• Provide data protection and business continuity
• Provide accurate contract management
• Ensure that staff turnover does not adversely impact
relationships (governance, cross-training and transparency)
• Ability to maintain records for 25 years or or more as required by
contractual mandate, federal and/or statutory laws
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8. Confidential Co.’S Integrated Alliance Management
Approach
Removes Incompleteness
“Incompleteness” in Alliance Agreements
• Changes In Technology And Markets
• Uncertainty In With Joint Projects Requirements
• Difficulty In Measuring The Inputs And Outputs
• The Need For Additional Investments Dedicated To The Joint Project
• Integration Among Concurrent Projects
• Difficulty In Protecting Intellectual Property
Incomplete Contract
Unforeseen External Events Unforeseen Internal Events
Multiple New Decisions
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9. Arsenal Utilization Differentiates The Most Successful
Companies From The Least Successful
Companies With Success Rates Of >= 60% Report Using The
Tools Available In The Confidential Co. Arsenal
Best Practices Alliance Management Arsenal
• Alliance Metrics Determination
• Robust Alliance Database
• Intranet / Information Sharing within Partnership - Partner Portal
• Competency Framework For Alliance Managers
• External & In-House Alliance Training
• Cross-Culture Training Programs
• Alliance Handbook Development
• Joint Business Planning & Joint Evaluations
• Alliance Management As Part Of The Management Development Program
• Other Aligned Partner Programs
Confidential Co. has
IT and Consulting Expertise
Across The Entire “Arsenal”
Data Source: 2009 ASAP - The State of Alliance Management: The effect of alliance management tools and processes on
alliance success. Some measures from the 2002 Report
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10. Component Integration
Integration Intelligence-PV
Alliance Framework and Consulting
Operations Intelligence-PV
Best Practices and Compliance Operations or PV Agreement Performance Formulas
Integration Targets
Goals KPIs
Consulting for PV
Strategic Tactical
Alliance Settlement Dashboard
Survey: Alliance
Relationship Management
Results Thresholds
Operational
Credits & SLA
Penalties
Partner Systems
(BPO Vendors, Triggers
CROs, Suppliers,
Alliances) Alliance
Management
Governance
System
iPrOMPT Contract
VIVA –Enable
BPO On-Line Control Management
Cloud Enablement System Customer Portals
and Dashboard Alliance
Mgmt
Dashboar
d
Safety System
Best Practices and (ARGUS)
Stds. Negotiated
Mobile Device with Industry and
Contract and Project Alerts / Decision Info Authorities
Management VIVA Platform Relation-Type Templates
Integrated & Customizable
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11. Our Assessment Approach
iTOPS and Business Outcomes
Removes Your Risk Completely
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12. Confidential Co.’s Journey To Business Outcomes
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13. Alliance Management Enhancement Roadmap
A Path To Business Outcomes
Consulting – Assessment Execution – Building the Technology and Ops Components
Improvement Transformation Initiatives Will Agreed Upon
Initiatives Confidential Co. Lead To An Outcomes-based Metrics Post-
Technology iTOPS Model. Assessment
“To-Be” Solution & Business
Layer (Trusted Partner = Shared Risk) --
Case Accepted
Complete Member Record
--
with Action Indicator Transformational --
Joint Management & Benefits
Governance Model -- +1.5
--
Knowledge Management --
Business Framework --
Operations Business Outcomes
Understanding Impact of Confidential
-- +1.0
Simulate Process Co. --
Improvements Project Execution Enablers --
Framework --
Typical Enhanced
“As-Is” Model IT Environment Member
Baseline Reduce Workflow
Productivity Gains --
Data Integration (MDM)
Solution Design Inefficiencies -- +0.5
Technical Business Model --
Understanding
--
--
-- 0
Average Productivity Gain
---
--
Changing
Reactive software
Knowledge retention
--
development activities
Requirements dependent on people and -- -0.5
experience Impact of Inaction
Less Clarity In Scope --
& Specification (Representative) --
Growing Members and Products
--
Lack of “ground truth” without Complete Member Record --
– agreed upon current and Member Master Data
state capabilities Multi site, multi-vendor collaboration --
challenges in design & INACTION -- -1.0
implementation of improvements Multiple Technologies, hosting Repeating
environments, resources Downward
Cycle
PHASE PHASE PHASE 3
1 2
Phases: 1-Assessment, 2- Interim Enhancements, 3- Business Outcomes Model
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14. Confidential Co. Healthcare Consulting Approach
1. Discovery And Assessment
Phase I
2. Assessment Workshops
3. Findings And Recommendations
Phase II
4. Build And Install Improvements
5. Monitor And Report On Performance
Phase III
6. Adapt Solutions Based On Lessons Learned
*Approach is standard to each potential area of improvement
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15. Pre & Post-Engagement Assessment Dimensions
(10-Scale)
Alliance Health
Expectations < 1 Year
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16. The User Experience
iAM Applications by Confidential Co.
• VIVA Portals
• iPrOMPT Dashboards and Scorecards
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17. Custom Portals
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18. Custom Dashboards and Scorecards
Sample Reports Exported to Roambi for iPad
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19. What would you like to see next?
We look forward to showing you our alliance management
solution and the integrated components in more detail.
Thank you,
Your Confidential Co. Solutions Team
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