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THE MARKET - Value of Winning, Risk of
Losing
- The top 1,000 US corporations generate 20% of revenue
through alliances and this is expected to increase
- Projections indicate
alliances will drive 30% of all revenues at top U.S. companies by 2005
- 70 percent of alliances fail to meet
initial goals despite significant advantages and enormous potential
- Poor or damaged working relationships between partners account for well
over half of failures
- Transition from negotiations to ongoing management
is the most critical juncture for the working relationship
- Solid
contracts, sound financials and good business strategies do not assure successful
relationships
- Strategic relationships exist with Customers, Suppliers,
Competitors and Internal Service Providers
| Your success
in a strategic relationship depends on management action: - knowing what
success looks like in the working relationship
- anticipating and taking action
to avoid pitfalls
- turning around problem areas that have emerged in the
relationship
- providing proof of measurable success
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Characteristics of a Successful Working
Relationship
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