Creating your business development strategies by partnering with Business Units or specific functional departments is critical in today’s complex competitive business environment.  Finding gaps early in technology, determining infrastructure weaknesses, identifying geography hurdles, verifying being resource constrained and creating solutions through unique deal constructs is a must.  Executing the deal with what appears to be the solution to the gap is only part of the challenge.  Thoughtfully creating the integration process including clearly specifying deliverable for each stage is key to realizing the value proposition the partnership promised.  This includes continuing to evaluate exit strategies or termination considerations throughout the partnership.  The Business Development or Strategic Alliance Management department must take the leadership role at each stage to ensure compliance, maintaining a strong trusting relationship and always challenge to ensure overall value.  Considering the six stages below one, must clearly identify the deliverable and strategies.   Each gate will assist with swift execution, fast fail of agreements, seamless integration and optimal value realization.

1. Canvassing – opportunity search
2. Initial assessment – value proposition, overall impact to an organization – time resources – legal and regulatory exposure etc
3. Due diligence – term sheet phase, deep dive review, pending on deal type
4. Integration – program management phase rallying teams without positional authority
5. Ongoing management – Transfer to effected functional departments for day to day interactions – oversight by Strategic Alliance department as needed
6. Terminations – create an amicable breakup.  Ensure documentation is complete and deliverables are met to reduce litigation exposure

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