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Mapping a TE-AM Road to Successful Alliances

Posted By Lynda McDermott, CA-AM and founder of EquiPro International, Ltd., Wednesday, October 18, 2017

The Next Gen Alliance Management TE-AM workshop which recently took place at the 2017 ASAP BioPharma Conference, delivered an initial message, through a business exercise, that “Study after study has shown that collaboration is not a natural phenomenon. It’s more normal to be competitive or to work within your team (tribe).”  Therefore, when you work in an alliance management role it is essential that you facilitate and advocate for an organization-wide alignment of all people who support alliances and partnerships.  If you cannot create a collaborative corporate culture across your own organizational functions how can you expect to create successful alliances with your partners?

 

Every person who works on an alliance, beyond those who are ‘officially’ in the alliance management function, need to understand their organization’s alliance strategy and values, engage in developing alliance team skills and share lean and agile alliance common practices and processes.  And as an organization’s alliance investment strategy becomes more complex with multi-partners, and the number of alliance relationships increases it is essential that there is a common understanding and set of best practices across the organization in three critical areas: strategic framework; team dynamics; and lean and agile processes. Each of these areas have benchmark assessments that can be used to identify the largest gaps keeping your organization from becoming a Preferred Alliance Partner. For example, workshop participants were asked to identify their organization’s alliance best practice: “We assess alliance performance and develop action plans to improve success”.  The lowest ranked item on average was: “We are fully committed to being a preferred collaborative/alliance partner.” These assessments provide a roadmap for improving cross-functional alliance team performance across the organization.

 

The pre-conference workshop provided an overview for a new ASAP offering called TE-AM Training, which is a one-day in-house workshop customized designed for alliance managers and alliance extended team members in an organization to help them answer the question:  how do we move from a loosely-collaborative group to one that effectively functions as a community of alliance practitioners that are aligned to actively collaborates with our partners?

 

Check out these related blogs that appeared on the ASAP Blog:

 

‘Collaboration Is Not a Natural Phenomenon’: Mapping a TE-AM Road to Successful Alliances, Part One

 

‘Collaboration Is Not a Natural Phenomenon’: Mapping a TE-AM Road to Successful Alliances, Part Two

 

If you would like to talk about how EquiPro International can help you identify the results you want to improve in your alliance organization’s development and alliance team skills contact Lynda McDermott at  lmcdermott@equiproint.com

Tags:  alliance team  Alliances  ASAP TE-AM Training Workshop  Collaboration  EquiPro International  lean and agile processes  Lynda McDermott  preferred alliance partner  strategic framework  team dynamics 

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