Alliance Management is a necessary component of any organization’s plan to build a global reputation. Stated simply, a company cannot achieve global success without an impressive portfolio of alliances with key industry partners. To earn a reputation as an outstanding business partner, the organization must ensure that the strategic intent of each Alliance partnership is tangibly realized through exceptional commitment, collaboration, coordination, and communication.

As a leader in Alliance Management, Mr. Berry works to develop fair and respectful relationships, effectively leveraging a organizations resources and expertise. This is accomplished by achieving an alignment of action and purpose across all working teams to meet the strategic intent of the business partnership. Only then can the partnership be truly labeled as an Alliance.

Alliances, properly managed, allow an organization to explore new markets, test new business models and participate in growth opportunities that otherwise would not be possible.

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

<<CLICK HERE TO DOWNLOAD A PRESENTATION ON THE 6 CONTRACT PHASES>>

The purpose of the procedure is to describe the process for placing alliances into Maintenance Mode. The attached document is to assist the organization in transitioning all or part of an alliance in maintenance mode.  Maintenance mode is when part or all the alliance is fully integrated and stable, ready to be monitored or serviced by specific functional areas.  Sr leadership review should occur prior to transition to ensure all deliverables are on track with detailed plans for completion demonstrated.  This signed document should be part of the project or contract charter as a deliverable.  There should be a unique maintenance mode document for each handoff to the affected functional areas.

<<CLICK HERE TO DOWNLOAD SAMPLE MAINTENANCE MODE TEMPLATE>>

The Mission of Program Alliance Management is to continue to build a global reputation for being an outstanding business partner by ensuring that the strategic intent of each Alliance partnership is tangibly realized through exceptional commitment, collaboration, coordination, and communication. Specifically the alliance should develop fair and respectful relationships, effectively leverage company resources and expertise, and ensure alignment of action and purpose across all working teams to meet the strategic intent of our business relationships. The success of our mission allows an organization to explore new markets, test new business models, and participate in growth opportunities that otherwise would not be possible.