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Free Pre-Summit Session Provides a Taste of New ASAP Team-Building Workshop

Posted By Cynthia B. Hanson, Monday, February 27, 2017

Workshops can be an valuable opportunity for personal growth. They also can boost collaboration and teamwork skills so that team members are on the same page in terms of strategy, skills, and even attitudes. ASAP has incorporated a one-day workshop into its tool box for just this reason, and attendees can taste a sample of the offering at the 2017 ASAP Global Alliance Summit, “Profit, Innovation, and Value for the Partnering Enterprise,” Feb. 28-March 2 at the San Diego Marriott Mission Valley, San Diego, Calif. USA. The free 45-minute pre-conference preview, “Next Gen Alliance Management: Moving your Organization to Ecosystem Performance Excellence” will be facilitated by Lynda McDermott, CA-AM, EquiPro International, on Tuesday afternoon. The workshop is designed to help participants focus on in-company team training and the CA-AM certification exam.

The session will provide attendees with insights into teambuilding and dynamics through experiential tools, such as business games and case studies. “It’s is not just for professionals,” says McDermott. “It’s useful for all alliance team members who may or may not be certified, and it is designed to expand the alliance team philosophy to all of the people in the corporation who serve on these teams.”

Alliance management gets even more complicated if, for example, you are a US-based pharma company with alliances around the world. “Alliances are a complex business model because you can’t force your culture on them,” she explains.

If they are going to be successful, you need a philosophy that spans all segments of the alliance. “It’s tricky because you want to have a common philosophy but have it flexible enough to adjust to different alliances and their goals,” she adds.

“One philosophy doesn’t fit all,” she continues. “But it’s important that each person that serves on alliance teams has in his or her head what the overall company alliance view is and what the operating principles are that govern every alliance the team works on.”

Which is why McDermott’s past workshops have included exercises such as building a duck out of legos to get people engaged “because people learn more by doing. What we’ve found is that people have different perspectives on what a duck looks like. When you are working in collaboration with alliance partners, not everyone has the same perspective,”  she adds.

While the session provides only a quick taste on the topic, EquiPro International customizes the full workshop to fit company needs. “We work with the company’s alliance management division to find out about the tools, best practices, and philosophy team members use. We have a  framework, but we customize it based on what the company wants to convey to all alliance team members.”

People do not learn and apply critical thinking by going over presentations, she emphasizes. That is why she includes an abbreviated assessment tool for the free session, but pre and post assessment tools for the eight-hour workshop. Participants can then compare their company team development with peers in the room. The assessment tools are designed to build awareness on critical success factors and provide an opportunity for personal reflection. By the end of workshop, participants can then see clearly where further development is needed. 

Tags:  alliance  collaboration  critical thinking  EquiPro International  framework  Lynda McDermott  team members  teambuilding  workshops 

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Dynamic Summit Workshop Promises Practical Tips and Hands-On Exercises To Help Manage and Prevent Alliance Conflict

Posted By Cynthia B. Hanson, Monday, February 20, 2017

Candido Arreche, CA-AM, global director of portfolio & partner management, Xerox worldwide alliances, is known for his captivating, insightful, and fun hands-on workshops at ASAP events. Arreche will be returning to the role with a new six-hour workshop “How to Resolve Conflict in Your Alliance,” from 8 a.m. to 2 p.m., Tues., Feb. 28 at the 2017 ASAP Global Alliance Summit “Profit, Innovation, and Value for the Part­nering Enterprise,” Feb. 28-March 2 at the San Diego Marriott Mission Valley, San Diego, Calif. USA. During a recent interview, Arreche shared his vision for the daily practice of conflict resolution that can keep an alliance relationship moving and growing.

Why a workshop on conflict resolution?

In every partnership, there is always conflict. You have a honeymoon period, but when you roll up sleeves and do the work, there is always conflict. A lot of alliances stagnate because of conflict or misunderstanding. How we work alliances, how we manage that conflict is how we will get that alliance relationship moving again. Conflict resolution is not only the stuff we have to do when we hit the conflict, but what do we do beforehand. Good conflict management works at how to manage negative conflict and how to prevent it.

Do you have any techniques for getting stagnant relationships moving again?

My workshop is mostly exercises to build trust and relationships to understand what the problem or conflict is to be able to work together. The focus is on how to build collaboration when there is an impasse in your alliance relationship. I teach theory, but that is only one-tenth of the workshop. Nine-tenths is everyday collaborative relationship building exercises. I teach them to change behavior patterns. People leave understanding the true problem and take a bag of useful, everyday tools. I also apply some of my Six Sigma exercises.

Can you give an example of one of these exercises?

One of the biggest challenges in problem solving is that people really don’t understand the root cause of the issue. Even management, when it has a problem, wants to solve the problem instead of trying to understand the problem. We are all moving so fast that we want to jump the gun and fix it. But fixing the problem doesn’t always fix the communication problem. I have one Six Sigma exercise called The Five Whys, in which you go through five whys to get to the true root cause before you start fixing it. You can only do that in a collaborative fashion. You need to work together to find common root causes.

Communication seems key to the process. What else is critical?

There are four important C’s in partnerships: communication, culture, continuity, and commitment. A lack of any one of those can contribute to conflict. We’ve talked about communication a bit; so let’s look at the cultural aspect. If you create better communication protocols, clearly understand the commitment of each organization around the alliance, and keep the continuity going, then when you run into the culture piece, you have the building blocks already in place. It’s like a linked chain, and you can’t tackle the cultural component without the others. In terms of continuity, it’s important to keep the alliance moving and fluid. If your alliance stops moving, you will have to overcome the friction again. If a member of the alliance is no longer involved, then it’s going to take an enormous amount of effort to bring someone up to speed. If there is a break in continuity, things stagnate or stop. It’s better to apply these tools daily than at the negotiation table. We want to roll up sleeves and do things that are more applicable to the day-to-day. Finally, people don’t understand how severe the conflict can be when you don’t have committed partners and organizations. One of the best skills of a good leader is good communication and seeking mutual commitment.

When do you know when a partnership is not worth saving?

Nobody likes a sunset in a relationship when you have vested interests. If there is a lack of commitment, delay after delay, and the amount of conflict is escalating, then it’s time to take a hard look at your situation. However, if your partner on the other side of the table is not equally committed, that may lead to bringing in an alternate. It’s also important to keep in mind that not all conflict is bad. It can be turned to your advantage. Conflict can become an ally. 

Tags:  alliance  ally  Candido Arreche  collaboration  communication  Conflict  conflict resolution  continuity  culture  partner  partnership  partnerships  Xerox 

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Alex Dickinson, High-Tech and Biotech Executive and Co-Founder of Start-Up ChromaCode, To Keynote ASAP Global Alliance Summit Feb. 28 in San Diego

Posted By John W. DeWitt, Monday, February 20, 2017

The 2017 ASAP Global Alliance Summit will focus on partnering for profit, innovation, and value during a time when technology and clinical worlds are among the many industries and sectors colliding in new customer-driven partnerships; Dickinson will discuss complex partnering in “The New Convergence: Life Science + Tech + Government”

CANTON, MASS. (PRWEB) FEBRUARY 02, 2017

The Association of Strategic Alliance Professionals (ASAP), the world’s leading professional association dedicated to the practice of partnering, alliance management, and business collaboration, will be telescoping the necessary practices and tools for today’s rapidly growing cross-industry, cross-sector business ecosystems at the 2017 ASAP Global Alliance Summit “Profit, Innovation, and Value for the Partnering Enterprise,” Feb. 28-March 2 at the San Diego Marriott Mission Valley, San Diego, California.

“How to maximize profit and value during a time of complexity so heavily influenced by the evolving Internet of Things and multi-industry collaboration is a challenge companies wrestle with on a daily basis,” says Michael Leonetti, CSAP, president and CEO of ASAP. “Innovation is a key component in that equation for driving revenue streams. More than ever before, this year’s Summit will be providing the kinds of ideas, tools, and best practices partnership managers need to stay on the top of their game during a time of tremendous adjustment. ”

Center stage at the annual event will be keynote speaker Alex Dickinson, PhD, founder and executive chairperson for ChromaCode and recent senior vice president of strategic initiatives at the San Diego-based biotechnology company Illumina. Dr. Dickinson will talk about the new convergence of life science and technology and its impact on the applications and cloud computing practices for large-scale DNA sequencing and leveraging genomics data. In his talk “The New Convergence: Life Science + Tech + Government,” he will discuss his firsthand experience in shaping and connecting these realms, highlighting Illumina’s role as an industry leader in innovative collaboration in the complex world of genomics, and its applications in medical research, clinical testing, and therapy. The talk will focus on Dr. Dickinson’s experiences in driving advances in the evolving, multi-dimensional partnering world across multiple industries and the public sector. Click here to read the full press release.

Tags:  2017 ASAP Global Alliance Summit  Alex Dickinson  alliance  alliance management  ChromaCode  collaboration  genomics data  Illumina  multi-dimensional partnering  partnering 

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ASAP Selects 10 Alliance Excellence Awards Finalists for 2017

Posted By John W. DeWitt and Cynthia Hansen, Thursday, January 19, 2017

Every year, ASAP highlights outstanding member accomplishments at the Global Alliance Summit. This year, 10 nominees will be competing in four categories for the Alliance Excellence Awards: Individual Alliance Excellence, Innovative Best Alliance Practice, Alliance Program Excellence, and Alliance for Corporate Social Responsibility.

“These companies have proven track records demonstrating significant leadership value in alliance management,” said Michael Leonetti, president & CEO of ASAP. “Our awards committee reviewed a number of outstanding nominees this year from a range of industries. We selected candidates that were going above and beyond in their practices and can serve as models for the ASAP community. They hail from industries such as consumer credit reporting, audit, tax, and advisory services, IT, utilities, healthcare, consulting, and biopharma, and the projects span the globe, including the Kruger National Park in South Africa,” he added.  

“I especially appreciate the submissions for Social Corporate Responsibility,” added Norma Watenpaugh, CSAP, chair of the 2017 Alliance Excellence Awards committee and founder/CEO of Phoenix Consulting Group. “We had three worthy finalists for that category this year. It’s always great to see the contributions companies are making to make the world a better place.”

Past winners received awards for significant contributions through partnering that increased revenues, provided society with creative business models and problem solving, enhanced products/services/technologies, advanced the profession, etc. Additional value is placed on leadership practices that result in high levels of productivity, effort, achievement, and innovation. Past winners share three key achievements:

  • Creativity and out-of-the-box thinking that has evolved the art and science of alliance management
  • Compelling and measurable results
  • General persistence in overcoming obstacles

 Individual Alliance Excellence Award

The Individual Alliance Excellence Award is given to a partnership that has instituted practices, tools, and methodologies in support of successful formation and management for a single alliance. The alliance may be an emerging alliance or comprised of two or more companies. The three finalists are:

Bayer-Evotec: This strategic research alliance hopes to identify three small molecule clinical candidates for the treatment of endometriosis. Bayer and Evotec have joint responsibility in early research and preclinical characterization of potential candidates, with Bayer responsible for subsequent clinical development and commercialization. To date the alliance team has delivered five preclinical candidates, exceeding the initial goals of the collaboration.

Loonaangifteketen-UWV-CBS- Belastingdienst: After a disastrous start, this unique partnership of three government agencies managing tax revenues in The Netherlands—Belastingdienst (Dutch IRA), UWV (Dutch National Social Security Administration), and CBS (Statistics Netherlands)—became highly effective by applying alliance management best practices, such as development of governance, trust building, and extensive attention to team meetings.

National Grid-EnergySage: The alliance provides a marketplace for solar energy to Rhode Island residents by leveraging existing programs that provide an energy efficiency assessment with a solar assessment. The multi-level value creation is designed to meet the state’s carbon reduction goals and create jobs in alternative energy, while providing a one-stop website for all services, and where dozens of local solar installers provide quotes and choices.

Innovative Best Alliance Practice Award

This year’s Innovative Best Alliance Practice Award will be presented to one of two companies for the use of new alliance management tools or processes that have an immediate and powerful impact on the organization and/or discipline of alliance management. The tools or processes are additions to existing practices 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. The two finalists are:

KPMG-UK: This KPMG-powered enterprise branding combines the company’s knowledge of back-office transformation with leading cloud technology providers, such as Oracle, Workday, ServiceNow, and Coupa. The innovation in branding and bundling technology helps accountants easily grasp the business value and significantly increase the win rate in competitive situations.

NetApp: While many companies still try to manage partnering processes through spreadsheets, NetApp has invested in technology and governance of its rigorous alliance co-selling program to ensure trackable processes that produce results. The processes engage NetApp and partner representatives proactively in account mapping, account planning, and pipeline management with exemplary execution of the most difficult aspects of go-to-market alliances. 

Alliance Program Excellence Award

The Alliance Program Excellence Award is presented to a single, specific company and its partnering program, not to an alliance. The company exceeds expectations with scalable practices, tools, and methodologies to support successful formation and management of alliance portfolios over time. They are repeatable and have led to consistent alliance performance across multiple alliances. Winners build programs on efficiency, creativity, and an integrated suite of tools, processes, professional development/alliance professional certification, and other elements. The two finalists are:

Equifax: Equifax has built an exemplary partnering program in an industry where partnership and alliance business models are still at the budding stages. Internal governance structures enabled management across a highly matrixed enterprise and impacted results on multiple levels, such as revenue, the ability to enter new markets, the launch of new products, and changes to organizational culture.

STC Solutions: This highly innovative, consolidated, and centralized alliance and partnership management framework spans different divisions and functional groups throughout the organization and business relationshipsfrom supply side to customer side. The framework develops and promotes an extremely effective corporate-wide collaborative culture that includes supplier, tactical alliances, technology partners, cloud/IoT channel partners, and strategic alliances.

Alliances for Corporate Social Responsibility Award

The Alliances for Corporate Social Responsibility Award is for partnerships making 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 three partnering finalists are:

Bayer and Drugs for Neglected Diseases Initiative (DNDi): The focus of this alliance is to develop a drug to dramatically reduce treatment time and increase effectiveness for River Blindness, a disease affecting 25 million people in 31 African countries. Current treatments only affect young worms and must be repeated to target adult worms over their 17-year lifespan. Bayer has contracted with non-profit DNDi to provide the new drug at an affordable price for national disease control programs.

Dimension Data and Cisco Systems, Inc.: South Africa is home to 70 percent of the remaining rhinos in the world. Cisco Systems and Dimension Data collaborated in the Connected Conservation initiative to apply Internet of Things (IoT) solutions to prevent and reduce the number of rhinos being poached in South Africa’s Kruger National Park. The alliance developed new technology for tracking rhinos without needing to tranquilize them, which can be extremely dangerous to the animals. The technology also creates tight physical security within the preserve to track staff, suppliers, contractors, security, and visitors. The technology and alliance can be replicated to conserve other endangered species.       

The Synergist-Sanofi: This multiparty alliance incorporates an ecosystem approach to address Dengue fever that includes the general public, government and health agencies, industry, academics, and healthcare professionals aimed at co-creating solutions. “Break Dengue” uses information sharing and crowd sourcing through social media, online chats, case tracking worldwide, and public access to toolkits that reduce risk of infection. The Synergist framework and innovative governance structure provides a systematic approach to manage a diverse ecosystem. The platform is extendible to other diseases, such as Zika.  

Tags:  alliance  ASAP Alliance Excellence Awards  Bayer  Belastingdienst  CBS  Cisco Systems  Dimension Data  DNDi  ecosystem  EnergySage  Equifax  Evotec  IoT  KPMG-UK  Loonaangifteketen  National Grid  NetApp  partnership management  Sanofi  STC Solutions  The Synergist  UWV 

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New ASAP Corporate Member Bridge Partners Helps Industries Connect for More Successful Partnering

Posted By Cynthia B. Hanson, Tuesday, December 20, 2016

This is one in a series of blog posts welcoming seven new corporate members into the ASAP fold. Bridge Partners practices “the art and science of business transformation” by helping customers address challenges, adapt to change, empower teams, and win in the marketplace. Channel transformation is one of the most crucial challenges enterprises need to address, says Chase Morgan, a partner at the company. Bridge Partners specializes in technology sector trends and provides deep, hands-on experience in alliance strategy, business planning, joint sales initiatives, enablement, and analytics. The company also provides specialized practices in the following areas: sales and channel; digital; operations and technology; people and change; product and solution marketing; program and project leadership. Morgan provided the following additional information about the new ASAP corporate member:

What inspired your team to join ASAP at the corporate level?
I was fortunate to be an ASAP member when I ran global ISV [independent software vendor] relationships at a large software company. Because we are serious about our channel transformation practice, it only made sense to join ASAP. It's the place to be to obtain valuable information on partnering practices.

How do you anticipate the ASAP corporate membership benefitting you and your team?
ASAP is the perfect gathering place to network and for consultants to exchange ideas with the most experienced alliance leadership in the world. We strive for continuous learning and are committed to providing service back to the communities with which we engage. We also look forward to developing new relationships with potential clients and partners and enhancing the ones we have through ASAP best practices.

 

Please share a bit of additional background information on your company. 
Since 2006, Bridge Partners has distinguished itself as a national leader in business consulting with offices in Seattle, San Francisco, Chicago, Dallas-Fort Worth and Austin. The quality of our work is nationally recognized, and the company consistently ranks as one of the fastest growing businesses in America. It has made the Inc. 5000 list for five consecutive years. Our real-world experience and unwavering commitment to services means our client’s business successfully moves forward under a highly skilled management team.


What sets Bridge Partners apart from similar consulting companies?
 

Bridge Partners has a unique collaborative business model that connects local knowledge with a national presence. We deliver results for a wide range of companies: from Fortune 50 to start-up; technology and manufacturing to healthcare and transportation. Our consultants deliver insightful strategy, meticulous planning, and creative thinking.

Tags:  alliance  analytics  Bridge Partners  Channel transformation  Chase Morgan  collaborative business model  creative thinking  digital  enablement  joint sales initiatives  leadership  marketing  marketplace  network  planning  strategy 

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