Alliance Management: How to Ensure Partnership Success

Tuesday, February 20, 2024
10:30 AM (EST)
to Wednesday, February 21, 2024 at 1:30 PM (EST)
Category: Workshop

Course Dates and Times:

Tuesday, February 20 | 10:30 AM - 1:30PM EST US

Wednesday, February 21 | 10:30 AM - 1:30PM EST US



David Thompson, CSAP

Vice President, Global Head of Alliance Management | BeiGene


Kimberly E. Koch, CA-AM

Senior Director, Alliance Management and Corporate Business Development | Eli Lilly and Company


Vickie Dalton, PsyD, HSPP

Forensically trained and clinical psychologist


Building on the success of other sold-out workshops led by executives from Eli Lilly and Company and BeiGene, this course further develops the core skills of alliance management while providing exposure to experience and learnings from Eli Lilly and Company’s Office of Alliance Management.


This workshop is non-industry-specific and is ideal for:

  • Professionals who are new to alliance or partner management
  • Seasoned alliance management professionals


The course covers the fundamentals of an alliance and provides a standardized, widely accepted vocabulary to describe the alliance and what needs to be managed in it to create value. This includes an overview of the Obelisk and Shadow Model (OSM) describing an alliance’s organizational scope.

High-performance alliance management requires clear, precise communication about alliance challenges and the tools needed to get and keep the alliance on track. This course will give practical demonstrations of several tools and techniques that can be directly applied to the attendees’ alliances. The instructors will explore alliance fundamentals in depth, as well as introducing a framework to predict and get ahead of common alliance issues before they become value-destroying problems. Upon completion of the course, participants will have a working knowledge of key alliance management concepts and the three phases of the alliance life cycle: start-up, steady state, and wind-down.


Who should attend:

  • Seasoned alliance management professionals regardless of industry
  • Leaders within a company’s alliance management group or those who desire to become department leaders


Why you should attend:

Course Objective: Each of these courses focuses on creating the maximum value for an alliance and the alliance manager.

  • Eli Lilly and Company: Lilly is a recognized leader in alliance management and has developed an open-source system of alliance management that is widely used in both the pharmaceutical industry and non-pharma industries. This open-source approach creates an environment highly conducive to alliance success.
  • Faculty: Each class is taught by a team of teachers that includes experienced alliance managers from Lilly and other companies, a forensically and clinically trained psychologist, and other experienced guest lecturers based on their availability.
  • Approach: The interactive course allows time for networking via working on in-class case studies and other group projects.
  • Overall Program: The four current classes, and the in-development fifth class, are designed to be taken in any order and give the attendees the necessary tools to return to their own alliances better able to create value for their respective companies.
  • Results: At the end of the course, class participant survey ratings for each course are consistently high. A large number of participants return to participate in other similar workshops.


Members: $950

Non-Members: $1,140

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