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Why do alliances fail, beyond failure of the product itself? Half fail because of mismanagement over the life of the alliance, and half fail because of strategic mistakes made in setting up the alliance in the first place. According to Ben Gomes-Casseres, that is what research and experience from multiple sources suggest.
What can we do about it? In his new book Remix Strategy, Ben discusses the lessons from his 30 years of research and consulting that address this problem. In this seminar, he will focus on a new approach that can overcome these causes of alliance failure.
The Problem. We have made good progress in both alliance management and in alliance design. But many organizations still make decisions as if these disciplines are not connected. Deal makers often set up alliances with little attention to how they will be managed, and then throw the deal over the wall to implementation teams. At the other side of this wall, alliance governance often lacks clear engagement with strategic goals. The result is a rudderless relationship that is doomed to fail in the tough competitive environments we face.
The Solution. The way out of this dysfunctional practice is to do two things:
- Design deals so that they can be managed flexibly and purposefully over their lives; and
- Manage relationships with a keen eye to strategic goals that are continually adjusted.
If we achieve these two things, we'll have a more effective "deal to alliance" process that produces robust commercial relationships.
How to create this new process varies among companies. But the solution always involves professional education and organizational development. This seminar will help you understand the deal-to-alliance problem and its solution.
Ben Gomes-Casseres, CSAP
Professor, Author, Consultant
Brandeis University, Alliance Strategy Consulting
Ben is an authority on business combinations and strategy. He has researched, taught, and consulted on alliance strategy and management for three decades, and has worked with global companies in pharmaceuticals, computers, industrial products, and services.
His newest book is "Remix Strategy: The Three Laws of Business Combinations" published by Harvard Business Review Press. His earlier book "The Alliance Revolution" pioneered the concept of multi-partner alliance constellations, and his book "Mastering Alliance Strategy" gave advice on all aspects of alliance management. He has also published scholarly articles in numerous journals. Many of his articles and videos are at www.alliancestrategy.com.
Ben is currently a full professor at Brandeis University in Boston, where he directs the MBA Program and a center on global entrepreneurship. Before that, he was a professor at the Harvard Business School, and before that, an economist at the World Bank. He holds academic degrees from Brandeis, Princeton, and Harvard. He was born and raised in Curacao, a Dutch island in the Caribbean.