Weitere ähnliche Inhalte Mehr von Business Success Center (14) Kürzlich hochgeladen (20) Handshake Strategy: Create Successful Alliances BSC RISEAustin 20121. + 1
©Business Success Center, Austin, TX 2012. All rights reserved.
2. +
Handshake Strategy
Successful
Strategic Alliances
Presenter Jan Triplett, Ph.D.
CEO, Business Success Center
Sales, Marketing & Financial Strategy
#HandshakeDAA
©Business Success Center, Austin, TX 2012. All rights reserved. 2
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Winston Churchill & Helen Keller got
it right.
“If we are together, nothing is
impossible. If we are divided all will
fail.”
“Alone we can do so little; together we
can do so much.”
©Business Success Center, Austin, TX 2012. All rights reserved.
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Alliance Definition
A formal or informal agreement
between two or more individuals or
entities to achieve a common goal.
They are NOT Free! They have costs and
they must be worth the effort.
©Business Success Center, Austin, TX 2012. All rights reserved.
5. + Success Question #1: 5
What’s your experience with
strategic alliances?
What’s your experience level with strategic alliances?
Beginner/just getting started/thinking about doing an alliance
Set up & run at least 1 successful alliance
Know a lot & looking to refresh my skills & get new info
Need help
See no point in them for us
None of the above
©Business Success Center, Austin, TX 2012. All rights reserved.
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Kinds of Alliances
Personal
Political
Business
Combination of all
©Business Success Center, Austin, TX 2012. All rights reserved.
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What’s a successful alliance?
Works long enough to accomplish something.
Does no harm.
Breaks even in terms of expenses.
Everyone goes into it with their eyes wide open.
©Business Success Center, Austin, TX 2012. All rights reserved.
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Success Question #2:What’s your
success with strategic alliances?
How many Strategic Alliances have you been part of?
None
1-5
More than 5
What’s your job been in an alliance?
Create it
Work it
Manage it
Have your alliances been successful?
Yes
No Got Examples?
Don’t know yet
Hard to tell
©Business Success Center, Austin, TX 2012. All rights reserved.
9. + What does a handshake have to do with 9
successful alliances? Everything!
Has goals
Requires “partners”
Has rules which may differ but everyone has to
agree on them for the handshake to be effective
Shows trust; not given to all
Requires work to
accomplish those goals
©Business Success Center, Austin, TX 2012. All rights reserved.
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Today’s Challenge: Find a Potential Ally
Use the Strategic Alliance Survey
to help you find someone you
think you want to work with.
©Business Success Center, Austin, TX 2012. All rights reserved.
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Alliance Handshake Strategy™
Select a goal
Understand the time required
Choose the right ally or allies
Choose the right form of alliance
Expect changes & plan for them
Set up rules & communicate them
See the exit
©Business Success Center, Austin, TX 2012. All rights reserved.
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General Alliance Stats
Thousands of alliances formed each year
15% annual growth
60% fail
1/3 report alliances are a struggle
9% build successful alliances
Top successful alliances added $72 Billion over 2 yrs.
Bad alliances cost companies $43 Billion.
(Harvard/Accenture study)
©Business Success Center, Austin, TX 2012. All rights reserved.
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BSC Alliance Success Stats
Networking —First job, RISE Austin 2011, Community activist,
Networker’s Guide to Success, Easy to Be Green
Cooperative competition — Austin Technology Incubator
(contract), Attorney (speaking), Thinking Big, Staying Small (co-
author), Texas Entrepreneur Network First Looks Mentor
Sales Rep — Virtual Marketing Director
Co-op marketing for clients and with clients
Acquisition — Entrepreneurs’ Association
Trading Company — 2 international trade missions, Japanese
colleague
©Business Success Center, Austin, TX 2012. All rights reserved.
14. + Handshake Strategy Step 1 14
Select a Goal & Envision Success
ID Objectives & Milestones
Choose a goal that is:
Observable
Measurable
Verifiable
©Business Success Center, Austin, TX 2012. All rights reserved.
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What You Can Accomplish with an
Ally
Goals Potential Problems
More or better sales Limits to cooperation
Learning/Skill building Conflict/disharmony (can be ok)
Cost reduction End up weaker than ally
Risk reduction
Shared work
©Business Success Center, Austin, TX 2012. All rights reserved.
16. Why Businesses Form Alliances
Companies report 18% of revenue is from their alliances.
o Increase profits
+ o Meet threats & improve sales
o Take advantage of opportunities
©Business Success Center, Austin, TX 2012. All rights reserved.
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Sales Alliance Goals
Sell existing or new products & services to:
New customers (for all allies)
Existing customers (of allies) — Cross Sell Partner
©Business Success Center, Austin, TX 2012. All rights reserved.
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Marketing Alliance Goals
Cross or Joint Marketing Alliances
Keep competitors out
Share marketing costs
Share distribution costs
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19. + 19
Marketing Alliance Goals
Cooperative Marketing
Traffic & Exposure
Dollars Back
Sales Push
Credibility
©Business Success Center, Austin, TX 2012. All rights reserved.
20. + 20
SXSW Alliances Example
Meeting Your Goal
Before
Arranging something ahead of time and working it
with your allies
With exhibitor; with presenter
During
Looking for an ally to help you achieve a goal during the event
At a meeting, workshop, standing in line, event
After
Looking for an ally at the event to help you achieve a goal you are
working on or an opportunity
Observing & talking to colleagues about potential allies
©Business Success Center, Austin, TX 2012. All rights reserved.
21. + 21
Operations Alliance Goals
Operational Alliances
Design collaboration
Keep competition out
Establish standards
Lobby for regulations
Lower costs/higher profits
Provide services for each other
Employee sharing
Private Label
Shared Stock Purchases
Joint production/teaming, link
operation & purchases, cross training http://www.youtube.com/watch?v=aGurNvxMLPg
©Business Success Center, Austin, TX 2012. All rights reserved.
22. + 22
Funding Alliance Goals
Equity Partner
Angel Investor NOT A BANK!
OEM/VAR
Channel Partner
©Business Success Center, Austin, TX 2012. All rights reserved.
23. + 23
ID the Goal of this Alliance
Is there more than one?
http://www.youtube.com/watch?v=ikiJN316kvA
©Business Success Center, Austin, TX 2012. All rights reserved.
24. Go Wrong
Between 30-60% of alliances fail.
Timing Bad
+
Too weak a “partner”
Priorities not shared
Roles & responsibilities unclear
©Business Success Center, Austin, TX 2012. All rights reserved.
24
25. + Handshake Strategy Step 2 25
Understand Timing; Begin Early
Decide what time is available to achieve goal
& run the alliance
Once
Trial
Periodic
ShortTime
Long Time
Leave time to create agreements &
train staff & up management system
BE REALISTIC. Double the time you think it will take.
©Business Success Center, Austin, TX 2012. All rights reserved.
26. Have Enough Time to Manage the Alliance
Plan it, work it, stay on top of it
Successful Alliances:
Build trust
Leverage Strengths
Minimize Weaknesses
+ Successful Alliances are:
Controllable
Diagnosable/Fixable
Predictable
Replicable
Trainable
Valuable
©Business Success Center, Austin, TX 2012. All rights reserved. 26
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Examples of Timing & Agreements
o Non-Disclosure Agreement (NDA)
o Teaming Agreement
o Joint Venture Agreement
o Employee Sharing Agreement
o Stock Purchase Agreement
o Agreement Among Stockholders Agreement
o Subscription Agreement
o Employment Agreement
o User License Agreement (ULA)
©Business Success Center, Austin, TX 2012. All rights reserved.
28. + Handshake Strategy Step 3 28
Choose a Platinum Profile™ Ally
Not too big; not too small
Not too strong; not too weak
Just right for you
©Business Success Center, Austin, TX 2012. All rights reserved.
29. + 29
Selecting Allies
Two Possibilities
Choose your allies
Be chosen to be an ally
©Business Success Center, Austin, TX 2012. All rights reserved.
30. Why go to the time & trouble to find the
right allies?
Shorter lifecycles for products and services
Reach the market anytime, anywhere faster &
easier
+ Customers demand more integrated solutions
©Business Success Center, Austin, TX 2012. All rights reserved. 30
31. + 31
Major Risks of Bad Allies
Technology leaks
Stealing
Provides vital info on future plans
Customers switch to competitor
Delays decision making
Asset sales below market value
Fake alliance
Alliance “float” — ally fails to deliver
©Business Success Center, Austin, TX 2012. All rights reserved.
32. + 32
The Perfect Match
Profile Verify
Make sure your allies have: Do your due diligence
Complementary strengths
Check them out with those
Limited weaknesses & not
the same as yours you trust
Find out about their
Allies should match your experience & attitudes to
preferred profile alliances
Demographics
Psychographics
Risk tolerance
World view
Growth approach
Ethics & culture (game)
Management & decision
making style
©Business Success Center, Austin, TX 2012. All rights reserved.
33. + 33
Types of Allies
Co-opetition*: cooperating with your
competition for mutual gain.
Complementors: companies & products
that boost each other
*Term adopted by Brandenburger & Nalebuff originally from Ray Noorda,
founder of Novell Networking Software
©Business Success Center, Austin, TX 2012. All rights reserved.
34. + 34
Co-opetition & Complementor
Examples
Keemah, TX Boat Repair Kappabashi Street, Tokyo
©Business Success Center, Austin, TX 2012. All rights reserved.
35. + 35
Complementor Example
http://www.youtube.com/watch?v=yl5jU7srXA4
©Business Success Center, Austin, TX 2012. All rights reserved.
36. 36
Choose a goal and find
a potential ally.
©Business Success Center, Austin, TX 2012. All rights reserved.
37. + Handshake Strategy Step 4 37
Choose a Win-Win Alliance Form
Choose the right form for your goal
Informal P2P or B2B
Handshake All are REALLY P2P
Verbal
Formal
Signed mutual agreement of
understanding
Legal contract
©Business Success Center, Austin, TX 2012. All All rights reserved.
©Business Success Center, Austin, TX 2012.
rights reserved.
38. + 38
Formal Alliances
Legally Speaking
Equity Partner
Franchise/License
Merger/Acquisition
Spider Web/Serial Entrepreneur
Trading Partner
Keiretsu/Shudan
Business Formation
Partnerships
Corporations
Joint Venture
The Handshake Alliance — in TX verbal & handshakes are legal contracts
©Business Success Center, Austin, TX 2012. All rights reserved.
39. + Handshake Strategy Step 5 39
Plan for Problems & Changes
Monitor Validate
Short Term Milestones Getting through the differences
Long Term Milestones Not giving away too much
Training & re-training everyone
Measure in the alliance
Initial Metrics Sharing power
Short Term Metrics Communication goes both ways
Long Term Metrics
©Business Success Center, Austin, TX 2012. All rights reserved.
40. + 40
Early Warnings of Trouble
Priorities misplaced — Me first, You last
Lack of trust
Missed deadlines
Roles confused
Team conflicts
Win-lose position of ally
Cost overruns
Missed goals & milestones Why you need a contingency plan.
©Business Success Center, Austin, TX 2012. All rights reserved.
41. + Handshake Strategy Step 6 41
Set Rules & Responsibilities
Authority Who’s in charge?
Marketing Who decides?
Sales How it’s done?
Finance Who pays & where it stays?
Assets Who owns what?
Personnel Who works & how long?
©Business Success Center, Austin, TX 2012. All
©Business Success Center, Austin, TX 2012. All rights reserved.
rights reserved.
42. Martin Luther King told us…
42
“All progress is precarious,
and the solution of one
problem brings us face to
face with another
problem.”
“Change does not roll in on
wheels of inevitability, but
comes through continuous
struggle.”
©Business Success Center, Austin, TX 2012. All rights reserved.
43. + Handshake Strategy Step 7 43
Plan an Exit
Know what is “Mission Accomplished”
Reap the benefits
Have a way out (transfer, transform, exit)
Have a contingency plan
©Business Success Center, Austin, TX 2012. All rights reserved.
44. + 44
Success Question #3:
Do you have all of these?
Check off what you have in place.
g Profile System to select the right allies & a process
to choose them and be chosen
g Rules & responsibilities set up & working
g Metrics & an Early Warning System
g Contingency Plan (B, C, D)
g Exit Strategy that all agree to
©Business Success Center, Austin, TX 2012. All rights reserved.
45. 45
Next Steps
Get started on the steps you haven’t completed.
Test & validate all your Handshake Strategy
steps. Use them.
Examine critically the strategic alliances you
have in place now. Look for warning signals.
Make changes as necessary.
Consider Reading:
Blue Ocean Strategy by Kim & Mauborgne
Business Alliance Guide by Lynch
Developing Strategic Alliances by Rigsbee
Handshake Strategy by Triplett
Networker’s Guide to Success by Triplett
Strategic Partnerships by Wallace
Email me (triplett@runitright.biz) your questions or to set a
time to talk. The initial meeting is free.
©Business Success Center, Austin, TXTX 2012. All rights reserved.
©Business Success Center, Austin, 2012. All
rights reserved.
46. + 46
JFK knew the value of alliances.
“Where nature makes natural
allies of us all, …beneficial
relations are possible even
with those with whom we most
deeply disagree, and this must
someday be the basis of world
peace and world law.”
©Business Success Center, Austin, TX 2012. All rights reserved.
47. +
Here’s to
your
success!
Jan Triplett
triplett@runitright.biz
Blog: http://www.ownersview.com
512-933-1983
#HandshakeDAA 4
©Business Success Center, Austin, TX 2012. All rights reserved.
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©Business Success Center, Austin, TX 2012. All rights reserved.
Hinweis der Redaktion Basically from Investorwords.com and Business Alliance Guide by Lynch What’s your job? Owner/Executive Manager StaffWhat’s your primary goal today? See if my existing alliances are on course Improve them Learn how to start oneHow many Strategic Alliances have you been part of? None 1-5 More than 5Have your alliances been successful?Yes No Don’t know yet Hard to tell Do it right once, you can do it again and again & succeed From 2005 study by Cool and Roos The Role of Alliances in Corporate Strategy quoted by Steinhilber in Strategic Alliances also from Steinhilber Need for or to leverage resourcesDownsizingReduce Production costs & R&DWorld class status goalsAchieve advantages of scale, scope & speedEnhance product developmentDiversify Create new businesses Traffic & Exposure (Sales rep, channel partner or sponsor relationship)Dollars back Sales push (off invoice) http://www.youtube.com/watch?v=ikiJN316kvA KUT & YNN Metoerologist Dell & Intel ContractsEmployment agreements Basically from Investorwords.com and Business Alliance Guide by Lynch SalesLocate near each other - Food court, Marine repair (Keema, TX), Japan’s business streets,IBIZ Districts, Enterprise Zones,Joint marketing efforts Coupon book for restaurants,Shared adCross promotion, joint events/activitiesHealth fairs, trade shows, hiring fairs, workshopsOperationsJoint negotiations for suppliesShared staffShared resources Kappabashi street of restaurant supplies & Airbus Kappabashi street of restaurant supplies & Airbus Activity Ad for how things connect – investment company ad http://www.youtube.com/watch?v=bjBrdfTwXqQ (video has been removed fro you tube)