Alliances & Partnerships

The Win-Win-Win in Alliance Value Propositions

When talking about alliances many people mention “win-win”. However, I would argue that you need to look at the “win-win-win” in alliance value propositions instead of just at the win-win! The value proposition is where an alliance starts. An alliance...

On-boarding New Alliance Team Members

Properly on-boarding new alliance team members is an essential, but often overlooked element of alliance management. Alliances are created between organisations with the aim of creating new value and enabling business results that one of the organisations cannot achieve alone....

New Collaborative Coaching Skills

Meet Max, our youngest and furriest family member! As an 8 week old Dutch Sheepdog puppy, Max entered our household two weeks ago. Now, I have been coaching Alliance Professionals for a long time, but since the arrival of Max,...

Three Tried and Tested Ways to Dramatically Improve Your Alliance Skills

Without doubt, today’s business environment puts different demands on your alliance skills than ever before. As an example, the sudden change in the world due to Covid-19 has resulted in many companies putting their investments on hold. There are obviously...

Who is your alliance sparring partner?

When in alliance management, you are in one of the best jobs in the world. In alliance management you are a versatile person with a broad skill set. You need that, as you will see almost all aspects of the...

Is it time to say goodbye?

Last week I started to re-read “The 4-hour work week” * by Tim Ferris. I have been wanting to re-read this book for reflection for a while now. I was especially curious to re-read the techniques Tim describes in his...

When is the right moment to perform a health check?

There is a lot to be read about virus testing lately. Some countries claim one needs to show symptoms first before testing, other countries go for massive preventive testing. When is the right moment to perform a health check by...

Alliances or ecosystems: It is neither black nor white

Alliance, partnership, channel, ecosystem. These are all terms that are used to describe ways of working together between organizations. Sometimes we add the word “strategic” in front of it to highlight its importance for an organization. All these terms have...

Customer-Supplier partnerships

Customer-Supplier partnerships are often sought after to improve the relationships between customers and suppliers. But is it really a partnership, or is it a label to be able to sell more to the customer? In this fireside chat Anoop Nathwani...

Webinar: Key people & functions needed for alliance success

In our Alliance & Partnerships Masterclass, it sometimes feels like we are spending a disproportionate amount of time on the preparation phase of an alliance. This matches with the alliance lifecycle as well. Five out of the seven lifecycle steps...

Alliance Launch

In this Alliance fireside chat Anoop Nathwani and I talk about the alliance launch moment in which we distinguish the 3 most important elements for a successful alliance launch: Having all stakeholders on board Ensuring a proper launch / kickoff...

Is Alliance Management a social profession?

You might think that alliance management is all about creating value and enabling business results. However, I might argue that alliance management is a social profession.  In the responses to the survey about the effects of the pandemic and home...