1. PowerPoint Presentation by Charlie Cook Gordon Walker McGraw-Hill/Irwin Copyright © 2004 McGraw Hill Companies, Inc. All rights reserved. Chapter 7 Partnering

2. 7–2 Trends in Partnership Formation Global integration of manufacturing and service industries Global integration of manufacturing and service industries Diffusion of Japanese partnering practices Diffusion of Japanese partnering practices Diffusion of partnerships with suppliers Diffusion of partnerships with suppliers Rise of outsourcing Rise of outsourcing Rise of supply chain management practices Rise of supply chain management practices Growth of technology intensive industries Growth of technology intensive industries Emergence of regional networks Emergence of regional networks

3. 7–3 Global Integration Partnering is typically preferred as a mode of entry into foreign markets. Partnering is typically preferred as a mode of entry into foreign markets. Opportunities for foreign expansion is increasing as developed world expands and political risk does not. Opportunities for foreign expansion is increasing as developed world expands and political risk does not. Examples: Examples: –Airlines, telecommunications, semiconductors, manufactured goods, professional services, media

4. 7–4 Diffusion of Japanese Partnership Practices Early 1950’s success of the Toyota supplier model and its diffusion to other Japanese companies Early 1950’s success of the Toyota supplier model and its diffusion to other Japanese companies –Focus on higher quality and lower costs Reorganization of traditional Japanese trading companies such as Fuyo, Mitsubishi, Mitsui, and Sumitomo Reorganization of traditional Japanese trading companies such as Fuyo, Mitsubishi, Mitsui, and Sumitomo Willingness to describe model to non- Japanese visitors Willingness to describe model to non- Japanese visitors

5. 7–5 Diffusion of Partnerships With Suppliers U.S. and European firms developed partners in response to competition from Japanese firms in durable goods industries (cars, copiers, and equipment). U.S. and European firms developed partners in response to competition from Japanese firms in durable goods industries (cars, copiers, and equipment). Diffusion of partnering occurred from partnered assemblers to their component supplier firms and from component supplier firms to raw materials firms. Diffusion of partnering occurred from partnered assemblers to their component supplier firms and from component supplier firms to raw materials firms.

6. 7–6 Rise of Outsourcing Factors influencing the increase in firms engaging in outsourcing: Factors influencing the increase in firms engaging in outsourcing: –The need for cost reduction in the face of rising competition. –Entry of firms designed to induce customers to outsource (e.g., IT services).

7. 7–7 Rise of Supply Chain Management Practices Development of supply chain management products and techniques: Development of supply chain management products and techniques: –Focused on quality and delivery as value drivers. –Became prevalent in products, transportation and logistics industries.

8. 7–8 Growth of Technology-Intensive Industries Startups in advanced technology industries such as semiconductors and biotechnology have tended to partner with established firms to fund research. Startups in advanced technology industries such as semiconductors and biotechnology have tended to partner with established firms to fund research. The growth of these industries has greatly increased the prevalence of partnering. The growth of these industries has greatly increased the prevalence of partnering.

9. 7–9 Emergence of Regional Networks Firms based in the same industry and region benefit from cooperation to increase positive externalities Firms based in the same industry and region benefit from cooperation to increase positive externalities Frequently this cooperation takes the form of partnering in coalitions to lower costs through economies of scope Frequently this cooperation takes the form of partnering in coalitions to lower costs through economies of scope

10. 7–10 Motivations for Partnerships Technology transfer and development Technology transfer and development Market access Market access Cost reduction Cost reduction Risk reduction Risk reduction Change in industry structure Change in industry structure

11. 7–11 Technology Transfer and Access Partnering is frequently found between startups and established firms in advanced technology industries. Partnering is frequently found between startups and established firms in advanced technology industries. Coalitions of established firms may be formed to compete for standards dominance. Coalitions of established firms may be formed to compete for standards dominance. Partnering firms may agree to: Partnering firms may agree to: –Share knowledge about complementary technologies. –Share knowledge about process innovations. –Share patent libraries.

12. 7–12 Market Access Partnering Partnering with local firms is a common and frequent method for entering new geographical markets. Partnering with local firms is a common and frequent method for entering new geographical markets. Reasons for market access partnering: Reasons for market access partnering: –The need to acquire local knowledge –Avoid constrains imposed by local regulation. –Gain access to non-tradeable local assets (e.g., distribution channels).

13. 7–13 Partnering for Cost Reduction Partnering reduces costs through: Partnering reduces costs through: –Efficiency gains in economies of scope as partners share activities. –Savings associated with the learning curve as partners develop greater cumulative volume –Lowering the costs of coordinating transactions between the partners such as strategic sourcing arrangements.

14. 7–14 Partnering for Risk Reduction Partnering reduces the risks commonly found in industries with high growth rates and large projects (e.g., telecommunications and semiconductors) Partnering reduces the risks commonly found in industries with high growth rates and large projects (e.g., telecommunications and semiconductors)

15. 7–15 The Influence of Partnering on Industry Structure Alliance formation separates competitors into clusters that compete with each other (e.g., airlines). Alliance formation separates competitors into clusters that compete with each other (e.g., airlines). Firms that are not allied must be able to match the combined capabilities of allied competitors. Firms that are not allied must be able to match the combined capabilities of allied competitors.

16. 7–16 Disadvantages of Partnering Reduced control over decision making Reduced control over decision making Strategic inflexibility Strategic inflexibility Weaker organizational identity Weaker organizational identity Antitrust issues and increased regulatory scrutiny Antitrust issues and increased regulatory scrutiny

17. 7–17 Partner Selection Considerations Current capabilities of the potential partner Current capabilities of the potential partner –Contribution to value and cost drivers »The best partners may be taken early in the history of partnering in the industry. –Ability to cooperate effectively »A trait that may not be observable until firms have established a number of partners in the industry. Projections of the partner’s future capabilities Projections of the partner’s future capabilities Comparison and assessment of alternative partners Comparison and assessment of alternative partners

18. 7–18 Partnership Form The partnership form should be aligned with the motivation for the partnership. The partnership form should be aligned with the motivation for the partnership. The form of technology partnerships is motivated by the desire of the partners for: The form of technology partnerships is motivated by the desire of the partners for: –Window: information about technology but no commitment to market. –Options: information plus the ability to commercialize in the future. –Positioning: information and commitment to commercialize.

19. 7–19 Technology Partnership Forms Technology partnership form is matched to the partnership motivation type: Technology partnership form is matched to the partnership motivation type: –Window:Research and development grant –Options:Research and development contract License –Positioning:Research and development contract License Joint venture

20. 7–20 Managing Partnerships Maintaining a convergence of purpose between the partners Maintaining a convergence of purpose between the partners Ensuring a consistency of positioning across the partners Ensuring a consistency of positioning across the partners Managing the interface between the partners Managing the interface between the partners

21. 7–21 Alliance Dynamics Life of the project Life of the project –A partnership can last only as long as the project on which it is based. Market forces Market forces –Shifts in the market positions of the partners and their competitors affect the strategic importance of the partnership. Relationship dynamics within the partnership Relationship dynamics within the partnership –Partnerships are most vulnerable to failure after the initial honeymoon period and before significant switching costs develop.