Blog

The benefits of a dedicated alliance function

Last week I mentioned the 80% rule of alliance success. A rule that highlights an important element for creating successful alliances: a structured alliance process. However, it is not just about the alliance process, it is also about structure in...

What is collaborative success anyway?

One of the topics that always leads to a great discussion in the Alliance Masterclasses I facilitate, is about alliance success. Especially the question “How to define if an alliance is a success?” is a question that generates a lot...

Why email is not good for communication

It was in 1987 when I had my first encounter with email. At that time I was working at a small company where one of my tasks was to select and implement a new administrative IT system. After a careful...

Clarity about roles and responsibilities

Do you have a clear view on what your role and your responsibilities are in your team, or in your alliance? Does your counterpart, your colleague, or your manager, have the same understanding of your roles and responsibilities? It seems...

Why governance is a key success element for alliances

The difference between alliance success and alliance failure has many causes. However, when I drill it down to the most important key alliance success elements, then governance is for me one of the seven elements that often makes the difference....

What is the biggest inhibitor to collaboration?

The other day I came across this quote on Twitter: “The biggest threat to innovation is internal politics and an organizational culture, which doesn't accept failure and/or doesn't accept ideas from the outside, and/or cannot change.” Supposedly it is from...

From things to relationships at the IACCM European Conference

At the recent IACCM European Conference in Dublin I presented together with Ivo Rutten of Philips Lighting. Our story was titled “How many years does it take to change a light bulb”. This title by itself might be a bit...

Sometimes it is time to say goodbye

“Till death do us part”: for a marriage it might be a good intention to stay together for a lifetime. However, in today’s work environment that might not always be the best course to follow. In fact, lifetime employment is...

Culture and collaboration

Without a doubt you will recognize the fact that there are cultural differences between Western European countries and countries in Asia or Africa. On such a high level it is relatively easy to acknowledge that and you might probably know...

What is the best moment to design your governance model?

Like alliances and alliance management, the term governance is also a broadly used term that can mean many things to many people. In “Alliance Advantage”* Yves Doz and Gary Hamel coined the definition for alliance governance as: “how an alliance...

The power of “WE” in your team

It must have been around 12 years ago: in those days I used to travel a lot and whenever I had spare time at an airport, I was either browsing through the bookstores or reading a newly bought book. In...

What is an alliance manager?

Sometimes it is very clear what a term or job role means. When it comes to roles such as purchaser or sales, we know that one’s job is to purchase something and the other’s is to sell something. The role...