Blog

A walking meditation with your eyes open.

The last 8 days of June I spent on the Camino de Santiago. During those days, I hiked from Santiago de Compostela to the coast, to places like Muxia and Finisterre. After that, I walked back to Santiago de Compostela....

How to create 3-way value in alliances

One of the exercises in the Alliance Masterclass is for the participants to discuss an example of a 3-way value proposition in one of their alliances. This 3-way value proposition is also called the win-win-win value proposition. The value proposition...

The Collaborative Business Spectrum 2.0?

The Collaborative Business Spectrum is an overview of the ways organizations can work together to achieve a result they can not achieve alone. It ranges from transactions on the left side, to highly integrated ways of working on the right...

Slow your alliance down, and go faster!

We’re living in a fast-paced world. How often do you realize that you don’t have enough time? Is it a matter of time, or priority? Every now and then it is good to slow down, stop for a moment and...

Partner selection, how easy can it be?

Partner selection, how easy can it be? Some companies do make it very “easy”. They follow the following approach: one executive meets another and they feel their companies should work together. Then, when they come back into the office, you...

Alliance Masterclasses coming to London and Amsterdam

In the last few weeks, a number of prominent consulting companies published their views on the developments in the business world. IBM talks about Power in partnership, 72% of the UK CEO’s interviewed by KPMG are focussed on strategic alliances...

Alliances are not about sales!

When reading “alliances are not about sales!”, you might think I’ve lost it. After all, you are in alliances and you are being measured by the amount of sales your partner does with your company. Or you might be on...

How to know when to quit your alliance efforts

Everything comes to an end, even the longest lasting alliance. Perhaps the biggest challenge is to know when to quit an alliance. In some cases it is obvious: the contract reaches its end, the alliance has served its purpose and...

Improve your communications and stay away from abbreviations!

Have you ever been in that situation where someone was using an abbreviation and you thought you knew what it meant? Then in the conversation you felt a bit awkward as it seemed that they were talking about something else......

Can we do business with the speed of Trust?

Monday morning, 6am in the Netherlands: the moment this newsletter was delivered to your inbox. In about three hours I will be landing in Singapore. After touch down, I will be all geared up to deliver an Alliance Masterclass to...

Why you need to understand your partner

In a strategic alliance or partnership there are at least two different organizations working together. When you have worked for more than one organization in your career, you will have experienced that each organization has its own rhythm. Good Morning!...

Congratulations, you’ve become an alliance manager!

You just had a conversation with your boss and HR and they have assigned you with the task of alliance management. You always knew it was something special to be in alliances and so you proudly accepted. Now, on the...