CA-AM Certification Exam Prep Workshop
CSAP Certification Exam Prep Workshop
Xerox Workshop
Eli Lilly Workshop

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CA-AM Certification Exam Prep Workshop

$899.00 for ASAP Members
$999.00 for Non-Members

Monday, March 2
8:30am – 2:30pm

Facilitated by ASAP Education Provider Partner:
Ann Trampas, CSAP | Phoenix Consulting Group

The Certificate of Achievement - Alliance Management (CA-AM) review course is designed to reinforce and refresh concepts covered in the CA-AM exam. Modules begin with a review of key alliance concepts and then moves to a case scenario analysis designed to encourage conversation and clarification of those concepts. Each module concludes with a summary of key takeaways.

Based on the principles covered in The ASAP Handbook of Alliance Management: A Practitioner’s Guide, this course addresses the following areas covered in the CA-AM exam:

Alliance Life Cycle Framework
Strategic Rationale and Readiness
Alliance Selection
Alliance Execution
Planning and Organizing Skills
Management and Leadership Skills

For more information, click here.
To register for this workshop, click here.

CSAP Certification Exam Prep Workshop

$899.00 for ASAP Members
$999.00 for Non-Members

Monday, March 2
8:30am – 2:30pm

Facilitated by ASAP Education Provider Partner:
Norma Watenpaugh, CSAP | Phoenix Consulting Group

The Certified Strategic Alliance Professional (CSAP) review course promotes discussion around alliance management judgment, as well as knowledge. Each module begins with a brief case scenario designed to encourage conversation around key alliance management themes, includes review of related concepts, and concludes with a summary of key takeaways.

Based on the principles covered in The ASAP Handbook of Alliance Management: A Practitioner’s Guide, this interactive course addresses the following areas covered in the CSAP exam:

Alliance Strategy and Partner Selection
Alliance Formation Processes
Managing Alliances
Developing Organizational Alliance Skillsets
Fostering Collaborative Organizational Mindsets

For more information, click here.
To register for this workshop, click here.

Understanding how to design a partnership that works; On boarding your High tech partnership

$950.00 for ASAP Members
$1,050.00 for Non-Members

Monday, March 2
8:30am – 2:30pm

Candido Arreche Jr., CA-AM
Global Director, Portfolio Mgmt & On-Boarding
Six Sigma Black Belt
Xerox Worldwide Alliances

This experiential and interactive workshop was designed by Xerox for use in creating a framework for its partnership success. Used numerous times for many of its partnerships, The Xerox Program reinforces the process and opportunities for partners to quickly work and adapt to an alliance. Furthermore, it helps the alliance become more effective and efficient in managing the relationship. One of the most critical steps in developing an alliance is how to help the partner rapidly close business from it. This program also provides organizations with the knowledge, direction, steps and timeline needed to effectively market, sell, close, and deliver alliance opportunities by leveraging a joint strategy approach.

This workshop includes case studies designed to enhance a hands-on learning approach and focuses on four planks or sections of successful partnership requirements:
  • Strategy
  • Go to market / Selling together
  • Coaching and Mentoring
  • Governance
Participants will learn:
  1. How to quickly develop an alliance relationship by leveraging a “four pillar” process
  2. Techniques and tools to quickly enable joint strategies with your alliances partner
  3. Ways to agree and leverage a business plan that makes sense and works!
  4. How to accelerate the creation of an alliance partner’s pipeline, deal conversion and margin potential
  5. How to help the partner quickly close alliance deals and reduce their time to revenue (TTR)
The Xerox program creates and maintains partnerships for one primary reason: to get results for everyone involved!

ASAP would like to thank Xerox for donating all materials, IP and instructors for this workshop.

To register for this workshop, click here.

Introduction to Alliance Management: Tools and Techniques

$950.00 for ASAP Members
$1,050.00 for Non-Members

Monday, March 2
8:30am – 2:30pm

Mike Berglund, CA-AM
Director of Alliance Management
Eli Lilly & Company

Brent Harvey, CA-AM
Director, Alliance Management
Eli Lilly & Company

Jeff Hurley, CA-AM
Director, Alliance Management
Eli Lilly & Company

David Thompson, CA-AM
Chief Alliance Officer, Alliance Management
Eli Lilly & Company

Steve Twait, CSAP
VP, Alliance and Integration Management
AstraZeneca

Eli Lilly and Company is offering an introductory training course for new alliance managers. The course is a distillation of Lilly’s century of business alliance experience led by 2 of the most skilled alliance managers in the field – David S. Thompson, Chief Alliance Officer, Eli Lilly and Company, CA-AM and Steven E. Twait, Senior Director, Alliance Management, Eli Lilly and Company, CSAP. The course will provide never-before published case studies, tools, and techniques used to train alliance managers at Lilly.

Upon completion of this non-industry specific course, students will have working knowledge of alliance management including the start-up, maintenance, and winding down of alliances as well as an understanding of how to get the most value from an alliance.

Students who attend the course will have the opportunity to participate in a pre-session discussion and survey and will receive a set of battle-tested alliance management tools and a post-session follow-up with the instructors.

ASAP would like to thank Eli Lilly and Company for donating all materials, IP and instructors for this workshop.

To register for this workshop, click here.