1. Creating and Managing Strategic Alliances
Gene Slowinski, Ph.D.
Director, Strategic Alliance Research
Rutgers University &
Alliance Management Group, Inc.
(908)

2. Creating and Managing Strategic Alliances
The strategic use of alliances
Best practices for building successful alliances
Alliance Framework – planning and structuring
Alliance Implementation Program - implementing

3. The Strategic Use of Alliances
The Traditional Model
HP/Compaq
IBM

4. The Strategic Use of Alliances
The Network Model
IBM
HP/Compaq

5. The Strategic Use of Alliances
A Strategic Approach to the Erythropoetin Market: Chugai Corporation
Chugai
Genetics Institute
R&D
Manufacturing
Pharmacia
Name Recognition Distribution

6. Competitive Positioning How Wall Street will value a firm’s portfolio of alliances
Bioinformatics
Global Channel
Partners
E-commerce
Biotech
Merck
Pfizer
Ortho
GlaxoSmithKline

7. Creating and Managing Strategic Alliances
The strategic use of alliances
Best practices for building successful alliances
Alliance Framework – planning and structuring
Alliance Implementation Program - implementing

8. Alliance FrameworkSM
A rigorous process for planning and negotiating an alliance.
Goal is to develop a high quality deal quickly or, to understand that a deal is not possible ... quickly.
Requires internal commitment from all key internal stakeholders (anyone with a budgetable resource).
Accelerates implementation because implementers are part of the Alliance Framework team.
Works best when both firms use the process.

9. Why Alliances go bad !
Company A
Company B

10. Alliance Framework Elements
Strategic Fit Elements:
Summary of business plan
Objectives
Roles
Resources
Boundary conditions
Complete market model
Exclusivity
Intersections
Intellectual property
Financial distribution model
Joint management processes
Term and termination