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Building and Sustaining the Alliance-Enabled Enterprise—Through the Lens of Vantage Partner’s Stu Kliman

Posted By Genevieve Fraser, Tuesday, February 28, 2017
Updated: Monday, February 27, 2017

Building broad-based organizational partnering capabilities that are strongly embedded within and across your firm’s partnerships can be daunting in the face of an increasingly complex web of multi-industry alliances. Take your partnering capabilities to a new level with advice on how to manage just this kind of challenge 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.

 

Stuart Kliman, CA-AM, a founding partner of Vantage Partners LLC, and co-author of Vantage’s 2015 study, “Transcending Organizational Barriers—A Cross-Industry View of Alliance Management Trends and Challenges,” will build upon this research in his two-hour long workshop, “Building and Sustaining the Alliance-Enabled Enterprise.”  Kliman manages Vantage’s alliance practice area and is a regular speaker and writer on alliance and key supplier relationship management.

 

This year, Kliman will be co-running the workshop with Julie Shirley, executive, strategic alliances for financial services and technology at Equifax, who will share how the concepts highlighted by Kliman have enabled Equifax’s alliance success. Shirley leads a team of alliance partnering specialists that strives to maximize value from Equifax’s partnerships and to institutionalize partnering and alliance management capability at Equifax. Previously, Shirley was deputy general counsel for Equifax.

 

Organizations need to remain agile to effectively engage in key alliances as new technologies appear that can disrupt as well as assist. Alliance managers, in particular, can help enable an enterprise-wide mindset for driving innovation through partnerships to maximize value for all stakeholders. The session promises to be a highly interactive workshop that addresses a range of challenges while exploring both normative and sub-par organizational approaches for partnering. It will also focus on a framework to assess an organization’s partnering capabilities.

 

The creation of a sustainable, “alliance-enabled” enterprise is key to succeed. “If you have an alliance-dependent strategy, then your entire organization, including, of course, your management team, needs to be focused on supporting it,” according to Kliman.

Organizations must shift from their traditional, inwardly focused foundations to embrace externally focused strategic assumptions for winning, and in the process, embed an operating model and culture befitting a world-class partner.


“A framework for assessing your organization’s broad-based partnering capabilities would look at those aspects of an organization that ultimately lead to behaviors and results—such as core assumptions that the organization has about how it wins, organizational design, key processes and tools, explicit and implicit incentives, roles and responsibilities, and skills,” he adds.


The discussion will focus on the difference between organizations that are designed to succeed at external partnering and those that are not. It also will drill down on how the partnering capability of an organization might be designed in a meaningful and impactful way, and the role that alliance management organizations can play to ensure that their companies are truly prepared to execute a partner-dependent strategy.


“Alliance management organizations far too often are focused on the mechanical aspects of making individual alliances work,” Kliman states. “Instead, they need to be more focused on ensuring that the organization itself is designed to support its alliance dependent-strategy, if indeed that is the strategy the organization has.”


The session also will include roundtable discussions and sharing of ideas across the broader group, during which participants can engage with their colleagues to discuss barriers they've experienced to building a true alliance-enabled organization and brainstorm changes necessary to reach that goal.

Tags:  Alliance Management  alliance managers  cross-industry  partnering  strategy  Stu Kliman  Trends and Challenges  Vantage Partners 

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Twombly & Shuman’s Next Generation Partnering Capability Workshop to Explore How to ‘Think Horizontal: Reimagining Partnering Practices’

Posted By Genevieve Fraser, Tuesday, February 28, 2017
Updated: Monday, February 27, 2017

Ecosystem partnerships everywhere are confronting the brave new world of the fourth industrial revolution. Join the discussion 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 USA, to explore the transformational landscapes emerging on the horizon.

In their interactive presentation Think Horizontal: Reimagining Partnering Practices as Digital Business Transformation Becomes Reality,” Jan Twombly, CSAP, and Jeff Shuman, CSAP, PhD, principals of The Rhythm of Business, reimagine the alliance governance process and introduce an approach common in design thinking to move from where you are today to where you need to be. The session is based, in part, on their recently published eBook, The Power to Partner Everywhere: Why You Need It, What It Is, How to Build It, which was also written by Lorin Coles, CSAP, Alliancesphere.

 “The new challenge for companies is to master the speed, scale, and scope of partnering in the fourth industrial revolution, but many are not prepared, according to Jeff Shuman. “Though technologies of this new eraarti­ficial intelligence, robotics, biotechnology, nanotechnology, the Internet of Things, to name a fewmay be utilized, companies need to reimagine how they do business. To be effective, alliances need to develop a strategic way of working both externally and internally.”  

“Most people think vertically, but the key is to also think horizontally, thus creating a holistic perspective. They need to reimagine partnershipreimagine a new way of partneringbut not just the technology that will inform the change. The governance structure is the horizontal that stretches across the entire organization and allows collaborative interactions in a frictionless manner,” Shuman emphasizes.

“Collaboration is key if an organization is to gain access to currencies each party brings to a relationship. By creating an overarching governance process, you provide the mechanisms that allow partnering activity to flow freely. But to effect that, there’s a need for a cross-functional, interlocking process. It’s imperative to build a system of governance that goes horizontally acrossfrom ideation all the way to go-to-marketa partnership development and execution process that moves seamlessly, frictionlessly from function to function to enablement in the field,” he says.

Designing and building this capability is an iterative, data-driven process that will reshape an organization and how it empowers employees to engage in the ecosystem, creating value for customers, partners, and stakeholders.  The Think Horizontal: Reimagining Partnering Practices” session is designed to help identify and articulate the challenges a company faces in transforming its partnering practices to the horizontal approach needed to support the speed, scale, and scope of partnering required today.  

Tags:  artificialintelligence  biotechnology  Jan Twombly  Jeff Shuman  nanotechnology  partnering  robotics  the Internet of Things 

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ASAP New England Chapter Holds Well-Attended, Practical Meeting on Alliance Management Skills and Competencies

Posted By Cynthia B. Hanson, Tuesday, February 21, 2017
Updated: Monday, February 20, 2017

Neither snowstorm, nor sleet, nor freezing temps can keep Jeffrey Shuman, PhD, CSAP, principal at The Rhythm of Business, from a New England ASAP Chapter meeting. And apparently, it couldn’t keep four other panelists and about 40 attendees from the discussion on “Alliance Management as a ProfessionSkills, Competencies,” at the Charles River Accelerator and Development Lab in Cambridge, Mass., on Jan. 31.  

The panel talked about the basic alliance management foundational skills recognized by recruiters, career paths, adapting to the evolving ecosystem, soft skills that are key to performing the job, and other related topics in a dynamic, one-hour meeting. In addition to Shuman, who moderated the discussion and is also professor of management at Bentley University, the panel members included ASAP’s own President and CEO Michael Leonetti, CSAP; Marc Silber, founder and president of Crossover Consulting Group, a life sciences headhunting and recruiting agency; Mark Coflin, CSAP, head of alliance management, corporate planning & program management, Shire; Michelle Gardner, business development executive, cloud service providers, at IBM, who arranged the practical meeting.

The complexity of multi-industry, multi-partner alliances with a global reach has made alliance management training skills increasingly important. “Not everybody needs to be an alliance manager, but it’s our view that everybody increasingly needs to have some alliance management skills because alliance capability needs to extend to the perimeter, to the edge of the organization,” Shuman says. For example, scientists increasingly are working with other scientists in other organizations on tech solutions or drugs, whereas previously, most of the innovation was done internally. “What we see happening is folks in those areas are coming to their alliance folks and asking for advice,” he explains. “More people are interacting in these collaborations, and they really need some understanding of the skills and toolset.”

“Given that the speed, scale, and scope of partnering has increased, companies can’t afford to build an alliance management group that can manage all of the different parts of their business. When partnering with external entities, many people need a better understanding of the skills and tools.”

Among the topics that surfaced from the discussion were:

  • How to progress to an alliance management role from another area of the company
  •  Areas alliance managers are recruited from
  •  The various career paths and roles alliance managers can move into
  • Ecosystems, multi-party networks, hub-and-spoke models, and two-party relationships
  • The differences between being an alliance manager in biopharma/pharma and high tech

The topics likely will resurface in various sessions at the 2017 ASAP Global Alliance Summit, “Profit, Innovation, and Value for the Part­nering Enterprise,” held Feb. 28-March 2 at the San Diego Marriott Mission Valley, San Diego, California. Some of these topics also appear in a newly released ebook “The Power To Partner Everywhere: Why You Need It, What It Is, How To Build It,” by The Rhythm of Business Principals Jan Twombly, CSAP, Shuman, and Lorin Coles, CSAP, co-founder and CEO of Alliancesphere, LLC. Their two companies joined forces to form the SMART Partnering Alliance.  For a copy of the ebook, go to http://rhythmofbusiness.com/.

Tags:  alliance management  alliance manager  biopharma  career path  ecosystem  high tech  Innovation  Jeff Shuman  Marc Silber  Mark Coflin  Michelle Gardner  multi-industry  multi-partner alliances  partnering  Partnering Enterprise  pharma  Profit  SMART Partnering Alliance  The Rhythm of Business  tools  training skills 

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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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New ASAP Corporate Member Larsen & Toubro Infotech Offers Diverse Avenues for Partnering, Including India’s Smart Cities

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

This is the first in a series of blog posts welcoming seven new corporate members into the ASAP fold. Larsen & Toubro Infotech (L&T Infotech) is a publicly listed company with a presence in more than 20 countries and close to one billion dollars in revenues. Its parent company is L&T Infotech, a construction & engineering conglomerate with $16 billion in revenues headquartered in India with a strong presence in the Middle East and Asia. L&T Infotech is also a major player in India’s smart cities program, where it has held several key partnerships with industry leaders. Company representative Giri Rajaiah, vice president of digital transformation, provided the following information about L&T Infotech’s goals as it takes the leap into corporate membership.

 

What inspired your team to join ASAP at the corporate level?

L&T Infotech is an IT and digital services organization that has been servicing global enterprise clients for 20 years. The company works with different technology vendors across the IT and digital services spectrum, such as Microsoft, CISCO, Amazon Web Services, IBM, HP, Dell, etc., several of which are ASAP global members. The company recently joined ASAP at the corporate level so that our newly established and institutionalized global alliance team can benefit on best practices in the industry, learn from others, and network with peers as we build our ecosystem of partners.

 

How do you anticipate ASAP benefitting you and your team?

We expect to benefit from membership in multiple ways. The most significant areas that come to mind are:

  • Networking with peers
  • Networking with technology and digital services vendors who are looking for global partners
  • Learning industry best practices
  •  Participating in alliance-related events, conferences, summits, and local chapter meetings to improve our educational base
  • Benefitting from valuable partnering information published in Strategic Alliance Magazine, the ASAP E-news, blog posts, webinars, research studies, and other ASAP media offerings

Is there anything else you want fellow members to know about L&T Infotech at this time?

We are in the process of incubating a startup ecosystem within the organization, mostly based in India, and are willing to entertain any upcoming technology disruptors. Our key alliance and partnership interests are in the Internet of Things, cloud technologies, digital solutions companies, artificial intelligence, IT and robotic process automation, and startups.

Tags:  best practices  Cloud technologies  Giri Rajaiah  Internet of Things  IT and digital services  L&T Infotech  Larsen & Toubro Infotech  networking  partnering  smart cities  startup ecosystem 

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