How good at partnering are we?
Assessing and building a plan to improve organizational partnering capability
In order to overcome the significant challenges that arise in executing a partner-dependent strategy, organizations must build their partnering capabilities beyond the Alliance Management function. Join David Chapnick, Senior Consultant at Vantage Partners, as he discusses how organizations can systematically assess how well they partner, identify partnering gaps, and use this data to build a plan to embed effective partnership execution into their corporate DNA.
David Chapnick is a Senior Consultant and leader in the firm’s Alliance and Sales and Account Management practices, where he has advised F500/G1000 clients across industries including technology, pharmaceutical and biotechnology, medical device, telecom, consumer packaged goods, energy, and healthcare.
David’s work has included helping his clients to set up new Alliance Management functions, diagnosing and resolving issues on troubled alliances, and launching new alliances and customer-supplier partnerships. Most recently, David has worked with his clients to evaluate and improve their Business Development organizations and deal-making capabilities to make themselves both more attractive as potential partners and better equipped to rapidly and successfully execute their partnership deals.
David has been a speaker on effective management of strategic customer and alliance partnerships including as chair of the Strategic Alliances Conference, Vantage’s Heads of Alliance Management Meeting, Strategic Account Management Association Conferences and University, Selling Power, and the Drug Information Association’s annual conference. David's work has been featured in Harvard Business Review, Velocity Magazine, the Journal of Trading Partner Practices, and he is a co-author of a chapter on “Negotiation Systems and Strategies” in the 2008 International Contracts Manual, and Vantage's recently published study on The Value of Pricing Discipline.
David is also an active member of the Vantage Volunteers team which creates volunteering and team-building opportunities for the firm and partners with Greater Boston nonprofit organizations such as the Massachusetts Coalition for the Homeless, Chill, the Food Project, Cradles to Crayons, Room to Grow, and Massachusetts Audubon.
David is a graduate of Boston University and lives with his family in Portsmouth, New Hampshire.