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| We strongly believe that
our key business principles must support
healthy and successful client alliances. In our view, well-conceived
client alliances begin with certain characteristics that motivate
both sides. The ingredients below are what we believe contribute to
successful partnering: |
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Critical Driving Forces. There must be essential strategic forces that push the alliance partners together. Without these forces, there is no reason for an alliance. |
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Strategic Synergy. Always look for complementary strengths in a potential partner. For the alliance to succeed, the two partners should have more strength when combined than they would have independently. Mathematically stated, it must be "1+1=3." If it isn't, walk away. |
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Great Chemistry. Your company must have the managerial ability to cooperate efficiently with another company, which in turn must have an equally cooperative spirit. There must be a high level of trust so executives can resolve difficulties. |
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Win-Win. All members of the alliance must see that the structure, operations, risks and rewards are fairly apportioned in the relationship. Fair apportionment prevents dissension. |
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Operational Integration. Beyond a good strategic fit, there must be careful coordination at the operational level where plans and projects are implemented. |
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Growth Opportunity. Is there an excellent opportunity to secure access to new markets, information, technology, or products and services? Does one partner have the know-how and reputation to make the opportunity a reality? |
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Sharp Focus. There is a strong correlation between success of a customer/vendor relationship and clear overall purpose, concrete objectives, timetables, lines of responsibility and measurable results. |
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Commitment and Support.
Unless top and middle management are highly committed to the success
of the relationship, there is little chance of success. |
