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Competencies versus Characteristics in Driving Partner Performance

Posted By Genevieve Fraser, Monday, March 20, 2017
Updated: Friday, March 17, 2017

The use of competencies as a hiring tool has evolved into a gold standard for many professions, including alliance management.  But can competencies as a stand-alone tool effectively identify those who will be successful in the role? 
 

The question was front and center at the sessionTraits and Attributes of Successful Alliance Managers” as Andy Eibling, CSAP, vice president of alliance management at Covance, and Kerri Lampard, CSAP, director of the global services center of excellence in the global partner organization at Cisco Systems, reviewed how and why competencies alone should not be used to hire alliance managers. The session was part of theDriving Partner Performance” offerings at the 2017 ASAP Global Alliance Summit “Profit, Innovation, and Value for the Partnering Enterprise,” which took place at the San Diego Marriott Mission Valley, San Diego, California. 
 

“So, how do you locate, develop, and hire alliance managers? Why do some excel and others struggle? What are the traits that help people to succeed?” Lampard asked as she posed a string of key questions at the opening of the session.

 

Lampard’s overall answer? Competencies can be taught, she explained. However, characteristics are more locked in. Companies need to align the candidate with the organization and look at overarching characteristics, she said. “For, example, Big Pharma can be change adverse. There’s a natural trepidation built into the culture due to the length of time it takes between the inception of a project, the roll out, and the cost.”

Andy Eibling focused on traits that help people succeed such as vision - the ability to see the big picture possibilities. “When a person has vision, they have the natural curiosity and desire to learn and balance change, to decide the appropriate time and place to take risk, to pivot and think about where they're going.  Their role is to strategize and then get people to buy in.”

Advocacy is also important, Eibling stated. “It’s important for an alliance manager to be able to see both sides and understand why someone is acting the way they do.  Folks who can step back and fit into someone else's shoes, advocate for them and articulate issues, can take conflict and make it productive. They move the process forward.”

“One of the most important characteristics is the ability to engender trust,” he added. “Employ the Vegas rules. What is said in a conversation stays in the conversation. The ability to engender trust is crucial. People within an organization and partners need to know they can have a candid conversation before it becomes a big issue,” he also noted. “It’s important to understand, as [Henry] Kissinger once said, that ‘Competing pressures tempt one to believe that anissue deferred isa problem avoided; more often, it is acrisis invited.’”

Tags:  alliance manager  alliances  Andy Eibling  Cisco Systems  Competencies  Covance  engender trust  hiring tool  Kerry Lampard  partner performance 

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