Blog

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...

The Clear Benefits Of Establishing An Alliance Culture

In the white paper “Alliance Culture: It’s in the DNA!” Ard-Pieter de Man and Dave Luvison describe the soft aspects of alliance management. These aspect are about alliance mindset and alliance culture, rather than about capabilities in an organization or...

How to deal best with cross organizational teams

In my last column I wrote about team development and team coaching. Most often when we talk about teams we think about teams that are close to us. Like the teams in the same reporting line or teams we share...

What is the ROI of team improvement?

Working in teams is being considered a normal thing to many people. However, it also means that we often do not give enough attention to teamwork. We take it for granted. There are some questions about our teams that are...