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How to Partner for Open Innovation: A Sneak Preview of John Bell’s Forthcoming ‘ASAP Quick Take’ at the 2016 ASAP Global Alliance Summit

Posted By Cynthia B. Hanson, Thursday, February 11, 2016

Addressing various facets of “partnering everywhere” in our rapidly evolving world, four experts are slated to present “ASAP Quick Takes” (patterned on the “TED Talks” format) at the ASAP Global Alliance Summit. This year’s summit is organized around the theme “Partnering Everywhere: Expert Leadership for the Ecosystem,” and will be held just outside the US capital at the Gaylord National Resort & Convention Center, National Harbor, Maryland.  

Among the executives in the ASAP Quick Takes line-up is John Bell, PhD, head of external innovation at Johnson & Johnson Consumer, who will present the talk “Creating Partnering Opportunities through Open Innovation.” Bell brings distinctive credentials: He has worked as head of strategy & new business at Philips Research, head of strategic alliances at Philips, strategy consultant at PricewaterhouseCoopers, and as an assistant professor. Despite his busy schedule and prominent daytime job, he somehow also carves out the time to teach alliance strategy at the University of Tilburg in the Netherlands. During a recent interview, I asked Bell for some insights on his upcoming ASAP presentation. 

How has Johnson & Johnson led the way in corporate alliance management through structuring and outreach? 

In the Consumer division, we work closely with start-ups and strategic suppliers. For instance, with some of our strategic suppliers, we developed a way of working that activates the innovation capabilities of these partners to come up with innovative solutions. In the past, we typically approached suppliers with the question to make a specific product at a specific price point. Today, we share with a select group of partners what kind of consumer needs we aim to solve. Their R&D and our Johnson & Johnson R&D people then start to co-create novel solutions. 

How does your hands-on workshop help alliance managers sharpen their skills and expertise to broaden alliance activities in their organization? 

By sharing some of our learnings and providing insights into the steps we have taken and are still making, we believe that alliance managers can learn what is relevant to their own organization. 

What are some of the ways Johnson and Johnson supports strategic development to capture valuable market and competitive insights? 

Johnson & Johnson has established so-called Innovation Centers in the heart of eco-systems around the globe: San Francisco, Boston, Shanghai, and London. In those Innovation Centers, there are 25 to 30 business developers, dealmakers, alliance managers, and legal and financial people. They focus on identifying and fostering innovation across the pharmaceutical, medical devices, and consumer ecosystem, and invest in early transformational “ideas” and start-ups. These innovation centers act as a first touch-point to the market and competitive developments. 

How does Johnson & Johnson lead the way in effectively managing alliances and establishing trust and stability in partnerships for maximum profitability? 

Maximizing profitability is not per se the main motivation for our partnerships. In many instances, co-creating innovative solutions is the main objective of our partnerships. We have dedicated alliance managers in place who manage the partnerships typically from inception until integration into our business. On top of that, we typically develop a network of multi-level relationships with our partners to strengthen the ties and understanding between Johnson & Johnson and our partners. One of our ambitions is to become the partner of choice, which implies that we value trust, openness, and win-win.

Tags:  allainces  alliance strategy  John Bell PhD  Johnson & Johnson Consumer  medical devices  partnerships  pharmaceutical  Philips  PwC  R&D  start-ups  University of Tilburg 

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Can Your Partners Dance with the ASAP Stars? Perhaps It’s Time To Consider a 2016 Alliance Excellence Award Submission

Posted By Cynthia B. Hanson, Tuesday, October 13, 2015

Submissions are being accepted through November 18, 2015 for the 2016 ASAP Alliance Excellence Awards to be presented at the ASAP Global Alliance Summit, “Partnering Everywhere: Expert Leadership for the Ecosystem,” March 1-4, at the Gaylord National Resort & Convention Center, National Harbor, Maryland, USA.  The awards are an opportunity for partners to strut their stuff, display innovative moves, and demonstrate leadership with new models and approaches. They are a way of honoring alliance programs for a range of advances—from social impact to increased revenue to advancements in the profession.

 

Corporations, mid-sized enterprises, start-ups, and public-private initiatives are welcome to submit in the following categories

 

The Individual Alliance Excellence Award is given to a company that has excelled in planning, implementation, and results for a single alliance. The alliance may be between two companies or multiple organizations in the category of small-to-midsize company alliance and/or emerging alliance. This year’s winners were National Grid and Earth Networks for their innovative alliance that brought weather monitoring stations and programs to communities and public school STEM programs in New England.

 

The Alliance for Corporate Social Responsibility Award is for partnerships that make a profound, measurable, and positive social impact. The principal objective of the alliance is social impact, not profit—although profit, especially if used to fund program expansion, is not discouraged. The Dow Chemical Company and The Nature Conservancy received the award this year for a partnership that created a sustainability model that can be used by corporations integrating the value of nature into business decisions. 

 

The Innovative Best Alliance Practice Award is presented to a company using new, individual alliance management tools or processes that have an immediate and powerful impact on the organization and/or discipline of alliance management. These tools or processes are not comprehensive alliance programs but additions to existing alliance practice that address specific elements of alliance management, such as measurement, training, conflict resolution, general communication across-the-partner ecosystem, or similar facets of the discipline. Philips won the award for an innovative two-step approach to create a joint brand identity for a partnership. Janssen—Pharmaceutical Companies of Johnson & Johnson received honorable mention.

 

The Alliance Program Excellence Award is given to organizations that exceed expectations by consistently implementing and managing alliance portfolios and demonstrating consistent success of those alliances over time. Winners build programs on creativity, efficiency, an integrated suite of processes, tools, professional development/alliance professional certification, and other elements. Takeda Pharmaceuticals received the award for creation of its progressive Center of Excellence (COE). Bayer was given honorable mention.

 

The awards submission process has been further streamlined this year. For more information on the 2016 ASAP Alliance Excellence Awards and how to submit an application, go to: www.asapweb.org/awards

Tags:  2016 ASAP Alliance Excellence Awards  alliance management  alliances  Bayer  Earth Networks  eco-systems  Janssen  National Grid  Philips  social impact  STEM  Takeda Pharmaceuticals  The Dow Chemical Company  The Nature Conservancy  tools 

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BioPharma Preview: IBM’s Heather Fraser on Orchestration in the Life Sciences and Healthcare Ecosystem

Posted By Cynthia Hanson, Wednesday, September 9, 2015

Heather Fraser, registered pharmacist and global life sciences & healthcare lead at the Institute for Business Value, an IBM think tank, gives an ASAP Plenary/Quick Takes talk and Deeper Dive session about “Redefining Partnering in the Healthcare and Life Sciences Ecosystem” on Thursday, Sept.10 at the 2015 ASAP BioPharma Conference, “Alliance Expertise at the Forefront: Leadership for the Ecosystem,” at the Revere Hotel Boston Common. Fraser shares insights from her talk in a Q&A for the Q3 2015 issue of Strategic Alliance Magazine. Here’s a snippet from the interview. 

Why is there such a huge interest in ecosystems, especially in the healthcare and life sciences industries? 

There are two significant healthcare drivers—societal and economic. On the societal side, there are demographics, an aging population desiring care and quality for better outcomes, HIPPA and compliance regulations, the FDA continually putting pressure on the industries. Additionally, there is a shortage of the right skills and capabilities for this changing healthcare system. On the economic side, there are technology-driven forces, such as the proliferation of mobile devices and the Internet. Collaboration is becoming much easier because we’re seeing a system that is much more connected and open.  Technology is much faster and more scalable than in the past. We can almost look ahead of technology requirements, and the cost of using that technology to drive out innovative practices is reducing. Analytics are also helping to drive insights and decision-making. So you can look ahead at the requirements companies have and the cost of using that technology to drive out innovation.

 

How do alliance managers know they are on the right path during a time of uncertainty? Are there key areas to focus on when partnering in the ecosystem? 

The traditional guideposts are not always present. But one certainty is that you need to have mutual goals in place that align around the customer and patient. If you are serving the patient, you are on track. Putting the patient at the center is something the life sciences companies haven’t necessarily done in the past. Many now are going toward targeted treatments, such as measuring the patient for glucose levels in their blood. There are diagnostic devices businesses collaborating with diagnostic companies. Another device might measure the impact of insulin when injected into the system. Services such as a nutritionist advising on correct diet or a fitness clinic on exercise could be another component. Companies are looking beyond the pill to produce a total solution for the diabetes patient. Another example: Novartis just put out a heart drug. Typically, drugs for heart diseases are relatively low cost. But now they say the pricing will be based on patient outcomes. Think payment based on outcomes vs. those based on the sale of a pill.

 

What does your “Quick Takes” talk focus on?  

How ecosystems need orchestration, from a mutuality standpoint. Orchestration requires coordination and arrangements, and some companies are leading the way. We’re seeing IBM Watson Health acting as an orchestrator—bringing not just the platforms, the cloud, but also ecosystem members to the table, and the analytics skills as well. Philips is another example—helping with medical devices. They are very much getting in the healthcare space and acting as an orchestrator. Otsuka Pharmaceutical—they’ve got a therapeutic area for patients with mental health problems, and they are using technology, analytics, and alerts to make sure patients stay on their medications. The other component is mutuality—look at how we’re going to coordinate, setting goals we agree on, setting up mutual standards. There is the example of Lilly and Boehringer Ingelheim working together on diabetes—bringing the best and brightest scientists from both companies and really trying to accelerate getting the molecules to market. They are still competitors, but they wanted to come up with a set of standards where they had a mutual interest for that particular need and set of drugs. The ecosystem is about the complex web of interdependent enterprises and companies, public or private, with patients at the center. But at the end of the day, the goal is to create and allocate mutual business value for the whole of the ecosystem. You have to understand what you’re putting in and how you’re going to drive that value out.

Tags:  ASAP BioPharma Conference  Boehringer Ingelheim  collaborating  ecosystems  healthcare drivers  Heather Fraser  Institute for Business Value  life sciences  Lilly  mutual business value  Philips 

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Official ASAP Announcement and Forthcoming Q2 Strategic Alliance Magazine Article Shine the Spotlight on 2015 ASAP Alliance Excellence Award Winners

Posted By Cynthia Hanson, Tuesday, May 12, 2015

Think “rock star teams” with people “aligned and marching in the same direction” working to make significant contributions to society, science, sustainability, and corporate alliance management practices. That would be the winners of the 2015 ASAP Alliance Excellence Awards, which were presented March 3 at the 2015 ASAP Global Alliance Summit, officially announced in an ASAP press release this week, and will be recognized in the soon-to-be-published Q2 issue of Strategic Alliance Magazine. 

The 2015 recipients of the ASAP Alliance Excellence Awards are: 

  • National Grid/Earth Networks for Individual Alliance Excellence
  • The Dow Chemical Company/The Nature Conservancy for Alliance for Corporate Social Responsibility
  • Philips for Innovative Best Alliance Practice with honorable mention to Janssen Pharmaceutical Companies of Johnson & Johnson
  • Takeda Pharmaceuticals for Alliance Program Excellence with honorable mention to Bayer HealthCare
  • ASAP RTP Chapter for the Chapter Excellence Award 

The forthcoming Strategic Alliance Magazine article shares insights from a live Q&A session with the award winners. Moderator Jan Twombly, CSAP, president of The Rhythm of Business, asked recipients about key learnings.  At its core, our project “was about making decisions for all society. It moved us beyond basic philanthropy,” observed Elizabeth Uhlhorn, sustainability program manager at Dow Chemical. Dow and The Nature Conservancy received the Alliance for Corporate Social Responsibility Award for their partnership, which factors the value of nature into business decisions—a crucial step forward in fostering sustainability. 

National Grid won the Individual Alliance Excellence Award, which is given to a company that has excelled in planning, implementation, and results for a single alliance—in this case, with Earth Network’s weather monitoring equipment distributor WeatherBug. Asked what made their efforts awards-winning, “Our alliance delivered twice, first for National Grid to better understand where damage will occur.  Second, with community engagement and stewardship,” responded Eliza Davis, lead program manager, alliance and vendor strategy at National Grid. 

The awards “highlight some of the very best achievements in the industry and require hundreds of hours of work to qualify,” said Michael Leonetti, CSAP, president and CEO of ASAP, while announcing the winners. “There were more applicants this year than ever before,” added co-presenter Annlouise Goodermuth, CSAP, director of alliance management, strategy, science policy, and external innovation at Sanofi. 

To learn more about and from the award winners, don’t miss the forthcoming Q2 issue of Strategic Alliance Magazine—and read the full ASAP press release

Tags:  alliance management  ASAP Alliance Excellence Awards  ASAP RTP Chapter  Bayer HealthCare  Earth Networks  Eliza Davis  Elizabeth Uhlhorn  Janssen Pharmaceutical  National Grid  Philips  Strategic Alliance Magazine  sustainability  Takeda Pharmaceuticals  The Dow Chemical Company  The Nature Conservancy  WeatherBug 

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What Leads to Alliance Excellence? A Q&A Session with the 2015 ASAP Alliance Excellence Award Winners

Posted By Cynthia Hanson, Wednesday, March 4, 2015

Directly following the ASAP Alliance Excellence Awards ceremony at the 2015 Global Alliance Summit at the Hyatt Regency in Orlando, Florida, USA, Jan Twombly, CSAP, president of The Rhythm of Business, held an insightful question and answer session with executives representing each of the award recipients. The session uncovered insights into the hurdles award winners jumped to reach the highest mark.

The Individual Alliance Excellence Award is given to a company that has excelled in planning, implementation, and results for a single alliance. The alliance may be between two companies or multiple organizations in the category of small-to-midsize company alliance and/or emerging alliance. Utilities aren’t known for partnering, but National Grid broke away from the pack, procuring and donating 55 weather stations to schools and first responder sites in a partnership with Earth Network’s weather monitoring equipment distributor WeatherBug. The project provides free, accessible, local weather information to communities while improving storm response and power restoration, which saves local businesses and customers millions of dollars.

“Our alliance delivered twice, first for National Grid to better understand where damage will occur.  Second, with community engagement and stewardship,” Eliza Davis, lead program manager, alliance and vendor strategy at National Grid, pointed out during the Q&A. “We also allowed a new priority to evolve due to customer need and response” with the unique use of weather monitoring equipment in STEM (Science, Technology, Engineering, and Mathematics) education programs.

The Alliance for Corporate Social Responsibility Award is for partnerships that make a profound, measurable, and positive social impact. The principal objective of the alliance is social impact, not profit—although profit, especially if used to fund program expansion, is not discouraged. The Dow Chemical Company and The Nature Conservancy received the award for a partnership that factors the value of nature into business decisions—a crucial step forward in fostering sustainability. The project “moved us beyond basic philanthropy,” observed Elizabeth Uhlhorn, sustainability program manager at Dow. It created an environmental protection framework with a methodology for identifying and measuring (or valuing) tangible benefits of ecosystem services to integrate into corporate decision-making processes. The unusual alliance resulted in a viable plan for significant change in corporate practice that can be a sustainable model for other corporations.

 

The Innovative Best Alliance Practice Award is presented to a company using new, individual alliance management tools or processes that have an immediate and powerful impact on the organization and/or discipline of alliance management. These tools or processes are not comprehensive alliance programs but additions to existing alliance practice that address specific elements of alliance management such as measurement, training, conflict resolution, general communication across-the-partner ecosystem, or similar facets of the discipline. Philips won the award for its efforts to fine-tune the best structure to “help people get aligned and marching in the same direction,” explained Cees Bijl, vice president at Philips. Philips used an innovative two-step approach to create a joint brand identity for an alliance. It involved designing a framework and methodology that defines the most appropriate co-branding to prevent conflict, enhance effective communication between partners, and support an equal and well-grounded relationship. This is the second ASAP award for Philips, which is “confirmation that the direction we are going in is a good one,” he added.

JanssenPharmaceutical Companies of Johnson & Johnson received honorable mention for its globally accessible alliance scorecard and assessment tool, which can be used by one or multiple alliances to capture key strategic, operational, financial, and relationship metrics in a single assessment program, allowing participants to monitor progress individually or across the portfolio.

The Alliance Program Excellence Award is given to organizations that exceed expectations by consistently implementing and managing alliance portfolios and demonstrating consistent success of those alliances over time. Winners build programs on creativity, efficiency, an integrated suite of processes, tools, professional development/alliance professional certification, and other elements. Takeda Pharmaceuticals received the award for the creation of its progressive Center of Excellence (COE) to reach more broadly across functions and geographies, including emerging markets in China, South Korea, and Russia. Members can now extensively share best practices and tools for training, management, research, enhanced communication, and an on-line portal.

“We had a rock star kind of a team. They literally spent 50 percent of their time for many years” working on this project, said Andy Hull, vice president, global alliances, at Takeda. 

Bayer HealthCare received honorable mention for its significant investment into an Alliance Capability Enhancement Project to drive a partnering mindset and alliance best practices deep into the organization. 

Tags:  2015 ASAP Alliance Excellence Awards  2015 Global Alliance Summit  Andy Hull  Cees Bijl  CSAP  Earth Networks  Eliza Davis  Elizabeth Uhlhorn  Jan Twombly  Janssen  National Grid  Philips  STEM  Takeda  The Dow Chemical Company  The Nature Conservancy 

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