The strength of any long-lived alliance is in its ability to execute in the field—in front of customers who purchase and consume services and amongst the sales teams that must implement initiatives and follow the established rules of the road. Maintaining alignment from corporate to field and between the partners requires alliance professionals to be proactive to ensure that the parties don't drift apart - or take each other for granted.
Our presenters will engage the audience, sharing and discussing how they have employed the fundamental tools and techniques of alliance management to create a strong and successful collaboration, binding together two companies with evident complementarities but fundamentally different business models and cultures. Learn how and why:
- Measure, measure, and measure has become a central tenet of the alliance—and a powerful means of establishing common understanding
- Tools for empowering the field to act provide clarity, minimize conflict, and keep the teams aligned
- Governance must be a forum for new ideas and bringing key corporate stakeholders together to keep the alliance innovating and growing
Director, Group Strategy and Partnerships
John Maltby joined Control Risks in March 2002, and is Director, Group Strategy and Partnerships. In this role, John works with Control Risks's board and Executive Committee to shape the development of the Control Risks business as well as having oversight of several of Control Risks's alliance and partnership relationships. Foremost of these is the alliance with International SOS. This strategic alliance is a major drive of the two partners to offer their services together to the market in a unified and complementary way. It also includes a joint venture company that they own and run together. Control Risks sees this as one of the most fundamental strategic developments and successes of recent years and this has led to the company using partnering and alliances in other areas of its business as result.
VP Global Alliances and Partnerships
Sally Wang joined International SOS in 1998, and is Vice President, Global Alliances and Partnerships. Sally works closely with the group's senior leadership team and business units globally on joint ventures and other critical business partnerships to help International SOS expand its capability and global footprint. Sally is instrumental with the Control Risks Alliance since its inception in 2008. This alliance has served as the building blocks for Intl.SOS's overall partnership capability. Since then Intl.SOS has developed other alliances to maintain its leading position as a provider of international medical, travel and security services to the world's largest global companies.