Alliance Brand (PDF)

Foreword by Jeff Alexander, Seeda. Acknowledgements. Preface. PART I: USING ALLIANCES TO CREATE VALUE. 1. How Value and Advantage Affect Firm Activities. 2. Understanding Alliances. 3. Forces Driving for Alliances. 4. What Winning Alliances Look Like. 5. Forces Challenging Alliance Success. 6. Alliance Brand. PART I SUMMARY. PART II: HAVING A CAPABILITY TO PARTNER. 7. Clarity on Strategy. 8. Clarity On Core Competences. 9. Ability To Make Effective Strategic Choices. 10. Attractiveness of Assets. 11. Ability to Collaborate Internally and Externally. 12. Ability to Govern Effectively and Manage Complex Relationships. 13 Effectiveness of Alliance Infrastructure. PART II SUMMARY. PART III: WINNING WITH ALLIANCES. 14. Phase 1: Pre-Alliance. 15. Phase 2: Pre-Partner. 16. Phase 3: With-Partner Planning. 17. Phase 4: Alliance Launch. 18. Phase 5: With-Partner Delivery. 19. Phase 6: Alliance Reviews. 20. The Journey to Alliance Brand and Winning Alliances. Appendix: Alliance Brand Quick Test. References. Index.

Mark Darby is Founder & Principal of ALLIANTIST.
ALLIANTIST is an alliance solutions provider that enables
organisations to get measurable benefits from their partnering and
alliance activity. ALLIANTIST helps clients generate a positive
reputation and results from their alliance activity, creating real
value from the way they work with internal colleagues, alliance
partners, suppliers, distributors, customers, and even competitors.
Prior to ALLIANTIST Mark led the UK extended enterprise consulting
activity for Deloitte, and before that designed and built Reuters
first UK and then global alliance programme. He was also
instrumental at The Rank Group over eight years with its alliances,
strategic sourcing and supplier relationship management activity.
Having operated for nearly twenty years across the value chain as
advisor, supplier, customer and partner in working with global and
international organisations like HP, Deloitte, Reuters, Cisco, IBM,
Siebel, Fujitsu, The Rank Group, BT, the UK Public Sector and many
small and medium size enterprises, Mark is well placed to share his
experience and make a real difference quickly.

Mark also has an MBA from the University of Reading where he
carried out extensive research on alliances. He is a Member of the
Institute of Directors, a Fellow of the Chartered Institute of
Management, a Member of the Chartered Institute of Marketing, a
Member of the Chartered Institute of Purchasing & Supply as
well as a Member of Association of Strategic Alliance Professionals
(ASAP) and ex Board Director of the European branch of ASAP. Mark
is also a regular speaker on alliances and has been published in a
number of business journals.

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