Alliance Competence: Maximizing the Value of Your Partnerships

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9780471330639: Alliance Competence: Maximizing the Value of Your Partnerships
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"If a partner understands better the role alliances play inbusiness strategy, is able to engage in a strategic conversationaround the needs for and benefits derived from an alliance, and hasa more sophisticated approach to partner selection, there should befewer conflicts down the road." -from Alliance Competence
Dell Computers revolutionized the PC market when the company formedan alliance between Intel and FedEx. Through this partnership, Dellwas able to mass-customize and deliver computers faster than mostof its competitors.
With monthly losses around $1 million, USAir decided to join forceswith British Airways. Through this alliance, USAir became a globalplayer in the airline industry, and gave both companies the abilityto save millions in annual costs by incorporating joint purchasingof services, fuel, aircraft, and more.
Strategic alliances are becoming more and more essential to theviability of a company. These alliances are pervasive throughoutthe corporate landscape and have a big impact on the way businessis conducted across the globe. Written by strategy experts from theUniversity of Virginia's prestigious Darden School, AllianceCompetence combines the latest research and case studies to explorethe key aspects necessary to develop a successful alliance.
Enhanced by a five-year study of global companies, this book offersunique insights about building the foundations of alliancecompetence. These competencies provide firms with a source ofsustainable competitive advantage that will help them compete moresuccessfully in global markets. Through actual "war stories" theproblems and challenges that alliances tend to face are revealed,as well as concrete suggestions for managing through theevolutionary cycle.
After examining all the research available, the authors introduce aprocess they've developed called The No Blame Review? (NBR). Thiscollaborative, nonjudgmental process helps alliances constructivelyconfront times when the alliance seems off track. The NBR createsan objective, nonthreatening, and non-value-laden opportunity foralliance managers and strategic sponsors on both sides to raise,investigate, and review serious issues. It also allows partners tocheck the alliance's vital signs and to make a determination thatall systems are in alignment. This process provides the mostpositive approach to conflict resolution.
The insight, real-world examples, and research featured in AllianceCompetence will give you the tools and diagnostics necessary forlocating potential allies and creating a successful alliance.
"A thoughtful, experience-based exploration of the subtleties andnuances that must be addressed when entering into complex alliancerelationships. Required reading!" -Lawrence M. Small, President andCOO, Fannie Mae
"From global service enterprises to e-business start-ups, firms inthe future will win or lose by how well they manage their alliancestrategies. This book is a gold mine of valuable perspectives,useful advice, and practical checklists that will help you tilt thegame in your favor. Read it and, more importantly, use it todevelop your own alliance competence." -Benjamin Gomes-Casseres,Director, MBA Program, Brandeis University and author,
The Alliance Revolution

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About the Author:

Robert E. Spekman, PhD, is a professor of business administrationat the University of Virginia's Darden School. He has written oredited six books, including The Portable MBA, Third Edition, alsofrom Wiley.
Lynn A. Isabella, PhD, is an associate professor of businessadministration at The Darden School. Her articles have appeared inHarvard Business Review, Academy of Management Journal, andOrganizational Dynamics.
Thomas C. MacAvoy, PhD, is the professor emeritus of businessadministration at The Darden School. Previously, he was vicechairman and COO of Corning, Inc.

Review:

"A thoughtful, experience-based exploration of the subtleties andnuances that must be addressed when entering into complex alliancerelationships. Required reading!" (Lawrence M. Small, President andCOO, Fannie Mae)
"From global service enterprises to e-business start-ups, firms inthe future will win or lose by how well they manage their alliancestrategies. This book is a gold mine of valuable perspectives,useful advice, and practical checklists that will help you tilt thegame in your favor. Read it and, more importantly, use it todevelop your own alliance competence." (Benjamin Gomes-Casseres,Director, MBA Program, Brandeis University and author, The AllianceRevolution)
"This book gives us a frame for learning - in terms of basics, it'sthe best I've seen. A must-read for those seeking prosperousalliances!" (Dr. Stephan Kessel, Chairman of the Executive Board,Continental AG, Hannover)
"In this time when alliances are crucial to the organization, allpartners must understand and commit to the success of the alliance.This book makes these issues clear and provides tools to achieve -a very valuable resource for anyone in the business worldtoday."(William Mustain, President and CEO, Comdial Corporation)
"This book captures the essence of the opportunities anddifficulties involved in using alliances as a strategic weapon. Iheartily recommend it to anyone embarking on a strategic alliancestrategy."(James R. Houghton, Chairman of the Board Emeritus,Corning Incorporated)

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Book Description Wiley, 1999. Hardcover. Condition: New. 1st Edition. "If a partner understands better the role alliances play in business strategy, is able to engage in a strategic conversation around the needs for and benefits derived from an alliance, and has a more sophisticated approach to partner selection, there should be fewer conflicts down the road." -from Alliance Competence Dell Computers revolutionized the PC market when the company formed an alliance between Intel and FedEx. Through this partnership, Dell was able to mass-customize and deliver computers faster than most of its competitors. With monthly losses around $1 million, USAir decided to join forces with British Airways. Through this alliance, USAir became a global player in the airline industry, and gave both companies the ability to save millions in annual costs by incorporating joint purchasing of services, fuel, aircraft, and more. Strategic alliances are becoming more and more essential to the viability of a company. These alliances are pervasive throughout the corporate landscape and have a big impact on the way business is conducted across the globe. Written by strategy experts from the University of Virginia's prestigious Darden School, Alliance Competence combines the latest research and case studies to explore the key aspects necessary to develop a successful alliance. Enhanced by a five-year study of global companies, this book offers unique insights about building the foundations of alliance competence. These competencies provide firms with a source of sustainable competitive advantage that will help them compete more successfully in global markets. Through actual "war stories" the problems and challenges that alliances tend to face are revealed, as well as concrete suggestions for managing through the evolutionary cycle. After examining all the research available, the authors introduce a process they've developed called The No Blame Review? (NBR). This collaborative, nonjudgmental process helps alliances constructively confront times when the alliance seems off track. The NBR creates an objective, nonthreatening, and non-value-laden opportunity for alliance managers and strategic sponsors on both sides to raise, investigate, and review serious issues. It also allows partners to check the alliance's vital signs and to make a determination that all systems are in alignment. This process provides the most positive approach to conflict resolution. The insight, real-world examples, and research featured in Alliance Competence will give you the tools and diagnostics necessary for locating potential allies and creating a successful alliance. "A thoughtful, experience-based exploration of the subtleties and nuances that must be addressed when entering into complex alliance relationships. Required reading " -Lawrence M. Small, President and COO, Fannie Mae "From global service enterprises to e-business start-ups, firms in the future will win or lose by how well they manage their alliance strategies. This book is a gold mine of valuable perspectives, useful advice, and practical checklists that will help you tilt the game in your favor. Read it and, more importantly, use it to develop your own alliance competence." -Benjamin Gomes-Casseres, Director, MBA Program, Brandeis University and author, The Alliance Revolution. Seller Inventory # ABE-1539632575259

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Book Description John Wiley & Sons Inc, United States, 2000. Hardback. Condition: New. 1. Auflage. Language: English. Brand new Book. "If a partner understands better the role alliances play in business strategy, is able to engage in a strategic conversation around the needs for and benefits derived from an alliance, and has a more sophisticated approach to partner selection, there should be fewer conflicts down the road." -from Alliance Competence Dell Computers revolutionized the PC market when the company formed an alliance between Intel and FedEx. Through this partnership, Dell was able to mass-customize and deliver computers faster than most of its competitors. With monthly losses around USD1 million, USAir decided to join forces with British Airways. Through this alliance, USAir became a global player in the airline industry, and gave both companies the ability to save millions in annual costs by incorporating joint purchasing of services, fuel, aircraft, and more. Strategic alliances are becoming more and more essential to the viability of a company. These alliances are pervasive throughout the corporate landscape and have a big impact on the way business is conducted across the globe.Written by strategy experts from the University of Virginia's prestigious Darden School, Alliance Competence combines the latest research and case studies to explore the key aspects necessary to develop a successful alliance. Enhanced by a five-year study of global companies, this book offers unique insights about building the foundations of alliance competence. These competencies provide firms with a source of sustainable competitive advantage that will help them compete more successfully in global markets. Through actual "war stories" the problems and challenges that alliances tend to face are revealed, as well as concrete suggestions for managing through the evolutionary cycle. After examining all the research available, the authors introduce a process they've developed called The No Blame Review? (NBR). This collaborative, nonjudgmental process helps alliances constructively confront times when the alliance seems off track. The NBR creates an objective, nonthreatening, and non-value-laden opportunity for alliance managers and strategic sponsors on both sides to raise, investigate, and review serious issues.It also allows partners to check the alliance's vital signs and to make a determination that all systems are in alignment. This process provides the most positive approach to conflict resolution. The insight, real-world examples, and research featured in Alliance Competence will give you the tools and diagnostics necessary for locating potential allies and creating a successful alliance. "A thoughtful, experience-based exploration of the subtleties and nuances that must be addressed when entering into complex alliance relationships. Required reading!" -Lawrence M. Small, President and COO, Fannie Mae "From global service enterprises to e-business start-ups, firms in the future will win or lose by how well they manage their alliance strategies. This book is a gold mine of valuable perspectives, useful advice, and practical checklists that will help you tilt the game in your favor. Read it and, more importantly, use it to develop your own alliance competence." -Benjamin Gomes-Casseres, Director, MBA Program, Brandeis University and author, The Alliance Revolution. Seller Inventory # APC9780471330639

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Book Description John Wiley & Sons Inc, United States, 2000. Hardback. Condition: New. 1. Auflage. Language: English. Brand new Book. "If a partner understands better the role alliances play in business strategy, is able to engage in a strategic conversation around the needs for and benefits derived from an alliance, and has a more sophisticated approach to partner selection, there should be fewer conflicts down the road." -from Alliance Competence Dell Computers revolutionized the PC market when the company formed an alliance between Intel and FedEx. Through this partnership, Dell was able to mass-customize and deliver computers faster than most of its competitors. With monthly losses around USD1 million, USAir decided to join forces with British Airways. Through this alliance, USAir became a global player in the airline industry, and gave both companies the ability to save millions in annual costs by incorporating joint purchasing of services, fuel, aircraft, and more. Strategic alliances are becoming more and more essential to the viability of a company. These alliances are pervasive throughout the corporate landscape and have a big impact on the way business is conducted across the globe.Written by strategy experts from the University of Virginia's prestigious Darden School, Alliance Competence combines the latest research and case studies to explore the key aspects necessary to develop a successful alliance. Enhanced by a five-year study of global companies, this book offers unique insights about building the foundations of alliance competence. These competencies provide firms with a source of sustainable competitive advantage that will help them compete more successfully in global markets. Through actual "war stories" the problems and challenges that alliances tend to face are revealed, as well as concrete suggestions for managing through the evolutionary cycle. After examining all the research available, the authors introduce a process they've developed called The No Blame Review? (NBR). This collaborative, nonjudgmental process helps alliances constructively confront times when the alliance seems off track. The NBR creates an objective, nonthreatening, and non-value-laden opportunity for alliance managers and strategic sponsors on both sides to raise, investigate, and review serious issues.It also allows partners to check the alliance's vital signs and to make a determination that all systems are in alignment. This process provides the most positive approach to conflict resolution. The insight, real-world examples, and research featured in Alliance Competence will give you the tools and diagnostics necessary for locating potential allies and creating a successful alliance. "A thoughtful, experience-based exploration of the subtleties and nuances that must be addressed when entering into complex alliance relationships. Required reading!" -Lawrence M. Small, President and COO, Fannie Mae "From global service enterprises to e-business start-ups, firms in the future will win or lose by how well they manage their alliance strategies. This book is a gold mine of valuable perspectives, useful advice, and practical checklists that will help you tilt the game in your favor. Read it and, more importantly, use it to develop your own alliance competence." -Benjamin Gomes-Casseres, Director, MBA Program, Brandeis University and author, The Alliance Revolution. Seller Inventory # APC9780471330639

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Book Description Wiley. Hardcover. Condition: New. This item is printed on demand. 320 pages. If a partner understands better the role alliances play in business strategy, is able to engage in a strategic conversation around the needs for and benefits derived from an alliance, and has a more sophisticated approach to partner selection, there should be fewer conflicts down the road. -from Alliance Competence Dell Computers revolutionized the PC market when the company formed an alliance between Intel and FedEx. Through this partnership, Dell was able to mass-customize and deliver computers faster than most of its competitors. With monthly losses around 1 million, USAir decided to join forces with British Airways. Through this alliance, USAir became a global player in the airline industry, and gave both companies the ability to save millions in annual costs by incorporating joint purchasing of services, fuel, aircraft, and more. Strategic alliances are becoming more and more essential to the viability of a company. These alliances are pervasive throughout the corporate landscape and have a big impact on the way business is conducted across the globe. Written by strategy experts from the University of Virginias prestigious Darden School, Alliance Competence combines the latest research and case studies to explore the key aspects necessary to develop a successful alliance. Enhanced by a five-year study of global companies, this book offers unique insights about building the foundations of alliance competence. These competencies provide firms with a source of sustainable competitive advantage that will help them compete more successfully in global markets. Through actual war stories the problems and challenges that alliances tend to face are revealed, as well as concrete suggestions for managing through the evolutionary cycle. After examining all the research available, the authors introduce a process theyve developed called The No Blame Review (NBR). This collaborative, nonjudgmental process helps alliances constructively confront times when the alliance seems off track. The NBR creates an objective, nonthreatening, and non-value-laden opportunity for alliance managers and strategic sponsors on both sides to raise, investigate, and review serious issues. It also allows partners to check the alliances vital signs and to make a determination that all systems are in alignment. This process provides the most positive approach to conflict resolution. The insight, real-world examples, and research featured in Alliance Competence will give you the tools and diagnostics necessary for locating potential allies and creating a successful alliance. A thoughtful, experience-based exploration of the subtleties and nuances that must be addressed when entering into complex alliance relationships. Required reading! -Lawrence M. Small, President and COO, Fannie Mae From global service enterprises to e-business start-ups, firms in the future will win or lose by how well they manage their alliance strategies. This book is a gold mine of valuable perspectives, useful advice, and practical checklists that will help you tilt the game in your favor. Read it and, more importantly, use it to develop your own alliance competence. -Benjamin Gomes-Casseres, Director, MBA Program, Brandeis University and author, The Alliance Revolution This item ships from La Vergne,TN. Hardcover. Seller Inventory # 9780471330639

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