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Alliance Management, Business Collaboration, and Partnering Tools
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The Association of Strategic Alliance Professionals (ASAP), the leading global professional association dedicated to negotiating, planning and executing alliances, and other collaborative business relationships. ASAP provides its members forums for networking and professional development along with access to tools and resources, while working to elevate and promote the discipline of alliance management. Below is a sampling of content developed by ASAP and its members on a regular basis.

More content like this is available for purchase in ASAP's Store or it is FREE with the price of membership.

ASAP Netcast Webinar

Financial Valuation of Alliances and Partnerships

What is the financial value of a strategic collaboration or alliance? Can partnerships be an asset on your balance sheet? How to define the benefits of a distributorship, co-branding arrangement or joint purchasing agreement? And if there is value in entering into an alliance, how to get the most out of it? Alfred Griffioen will provide a framework that will help to get the CFO's support and shows the ways to reduce the risks enhance the potential value of the partnership.

Webinar Take-a-ways:

  • Three ways to assign a financial value to an alliance
  • The value of entering into a network and how to enhance your share
  • Four roles in alliance management and their impact on risks and value
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Strategic Alliance Magazine Issue Sample

In this issue:

ALLIANCE METRICS Keeping Score on Alliance Metrics - The Balanced Scorecard Gives Alliance Managers a Dashboard to Measure Alliance Success
By Michael Burke

Balanced Scorecard is being increasingly relied upon to keep abreast of all of an alliance's tangible and intangible metrics and goals. It ensures an alliance stays on the road to achieving overarching company goals and uncovers potential obstacles before they can thwart an alliance completely.

Measuring Alliance Management: Quantify Your Value by Showing How You Mitigate Risk and Solve Problems Alliance Teams Need to Move Away from Subjective Relationship-Oriented Criteria in Developing New Success Metrics
By David S. Thompson, CA-AM; Steven E. Twait, CSAP; and Kim R. Fill, CSAP

Alliance management teams looking to demonstrate their overall value need to focus less on the success of the relational elements of their partnerships and more on factors that impact the bottom line directly. By treating all stakeholders as clients and quantifying the risk mitigation and problem solving achievements of its ventures, alliance management can demonstrate its unique concrete contributions to company success.

ALLIANCE METRICS Which Metrics Matter? High-Performing Alliances Keep a Close Eye on the Strategic Intent of the Partnership
By Norma Watenpaugh, CSAP

According to a Phoenix Consulting Group survey, 87 percent of high-tech alliances are judged by the revenue they create. While revenue was universally tracked in both flourishing and floundering alliances, this same study found that performers tracked metrics that non-performers overlooked.

ALLIANCE IN PRACTICE When the Alliance Manager Is the CEO Disparities in Seniority Between Point People in an Alliance Can Create Issues. Here's How to Resolve Them
By John Buckingham, CSAP

Unique challenges are presented when an alliance manager's day-to-day contact at a partner company is the CEO and vice-versa. A panel of senior-level alliance executives examined the obstacles that arise in these instances and the solutions to overcoming them at ASAP's BioPharma Conference. John Buckingham summarizes the key points of this conversation.

ALLIANCES AND LICENSING Communication Between Alliance and Legal Teams Lays the Groundwork for Successful Deals Increasing Interaction Between LES and ASAP Members Helps Set Course for Alliance Success After a Deal Is Signed
By Jon Lavietes

Business Development executives hate seeing their hard work developing new partnerships undone by poor execution. The Alliance Management team wants contracts structured in a way that enables them to make partnerships achieve stated company goals. By conferring with each other as contracts near finalization, both parties can ensure each side's needs will be met.

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Strategic Alliance Magazine Article Sampling

To download an article, click its title:

Cross-Cultural Cues-A Rich Roundtable Discussion Highlights the Importance of Cultural Nuances in Cross-Border Alliances
By Cynthia B. Hanson
Spring 2106

Summit attendees go global at new cultural roundtable session geared to help alliance managers improve their skills partnering and securing strategic success in expanding international markets.

Upping Your Communications Game
By Cynthia B. Hanson
Q4, 2015

Building strong frameworks, understanding cross-cultural communication, negotiating video conferencing, brushing up on body language, and incorporating storytelling are some of the ways alliance managers can improve communications and add points to the scorecard. Experts offer a range of tips and ideas on how to sharpen communications skills that are critical to alliance managers, especially in a time of "partnering everywhere."

Altruistic Alliances – Business Thrives When BioPharma Companies Partner with Nonprofits
By Rebekah L. Fraser
Q3, 2014

Alliance work reminds stakeholders to notice what they might be missing. Close collaborations between biopharma corporations and nonprofit organizations allow partners to cultivate alternative

ORCHESTRATING PARTNERING—ACROSS ENTERPRISE AND ECOSYSTEM How Alliance Management Can Adapt and Lead as High Tech (and other Industries) Dive into the Life Sciences and Healthcare Ecosystem
By Cynthia Hanson
Q3, 2015

The converging patient-centered ecosystem of life sciences, healthcare, technology, and other companies offers a powerful case study of the marketplace forces driving cross-industry collaboration—and significant change in partnering strategy and management.

Alliance Tools Sample

Alliance Scorecard Model

The Importance of Partner Health Diagnostics Metrics give a clear view of whether an alliance is performing and how well, but not always why performance is what it is. A well-constructed diagnostic goes beyond the metrics and scorecards and discovers where an alliance isn't working and probes the reasons why. It will also reveal the bright spots, which gives alliance managers an opportunity to leverage what is working and to exploit what might be a competitive advantage. Overall alliance performance can be optimized and companies can better leverage their alliance investment.
—Norma Watenpaugh, "Partner Health Diagnostics," Phoenix Consulting Group, 2008

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Key Strategic Questions

Use of this tool can assist you in developing the appropriate set of Key Strategic Questions. These questions, and more important the responses to them, will help to determine whether or not you will pursue a specific alliance. By answering these critical questions, you will have addressed the fundamental issues necessary to create a powerful strategic mission for the alliance.

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The ASAP Blog is the best place to stay current regarding upcoming alliance, partnering, and collaboration events; the latest partnerships between member companies; new alliance and collaboration tools; interviews with leaders in the alliances and collaboration industry. Blogs are posted at least once a week; members may subscribe to receive notifications when new blogs are posted by clicking the "Subscribe" link above.

For more information email us at or call +1-781-562-1630