ALLIANCE MANAGEMENT: A Blueprint for Success

Erel, Danny
December 2001
Financial Executive;Dec2001, Vol. 17 Issue 9, p36
Academic Journal
The article discusses business alliances, or arrangements between two firms where success for one implies success for the other. Although alliances can make good business sense, their failure rate hovers around 60-70%. Successful parties to an alliance excel at relationship management. The author discusses characteristics of firms that tend to succeed in alliances, describes several shortcomings that can sabotage an alliance, and presents a checklist to help firms assess their readiness for entering one. INSETS: 10 Key Alliance Management Capabilities.;The Relationship Makes A Difference.;"HOW DO WE ...?" Alliance Readiness Checklist..


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