Introduction

This program is designed for you to learn how to create and manage a variety of strategic alliances, both domestic and international, including joint ventures, licensing agreements, buyer-supplier partnerships and consortia. Through this course we aim for you to examine the specific conditions under which alliances are preferred to other growth strategies, develop a better sense of the related costs and benefits, and leave with practical tools you can apply immediately.

Course Objectives

By the end of this course, participants will be able to:

• Analyze and determine when to make, buy or ally
• Create and manage value-adding alliances
• Avoid common pitfalls that can lead to alliance failures
• Negotiate before, during and after alliance agreements have been signed
• Anticipate critical legal, financial and operational issues in alliances
• Manage complex, multiple alliance initiatives within your organization

Target Audience

This course is designed for:

• Business Analysts
• Senior Government Personnel
• Legal Advisors
• Financial Advisors
• Directors and Senior Management from Private Infrastructure/ Public Utility Sectors
• Technical and Financial Consultants

Course Outline

Day 1: Promises and Pitfalls of Alliances

• Evaluate risks and returns
• Avoid alliance failure factors
• Increase the probability of successful alliances
• Address the challenge of cooperation among large numbers of partners

Day 2: Make, Buy or Ally

• Know when to use alliances as a business development vehicle
• Protect your company’s interests strategically and contractually
• Detect when your partner has a win/lose orientation
• Understand the role of alliances in the network economy

Day 3: Alliance Decisions and Capabilities

• Change your status from vendor to partner
• Develop an alliance capability across the organization
• Structure an alliance for organizational learning
• Create alliances within an organization
• Improve alliance management capabilities

Day 4: Economic and Governance Issues

• Deal with cultural differences in alliances, especially in emerging economies
• Map competitors’ alliances
• Implement a framework for stakeholder analysis

Day 5: Analyzing and Designing Joint Ventures

• Discuss strategic and operational considerations
• Anticipate critical legal, accounting and financial issues
• Find value in cooperation
• Anticipate conflict and instability when your company has multiple alliances