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Mastering Alliance Strategy: A Comprehensive Guide to Design, Management, and Organization Hardcover – 13 December 2002
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* Designing the alliance and crafting the agreement
* Managing the alliance after it is launched
* Leveraging a constellation of alliances
* Building an internal alliance capability
- ISBN-10078796462X
- ISBN-13978-0787964627
- Edition1st
- PublisherJossey-Bass
- Publication date13 December 2002
- LanguageEnglish
- Dimensions16.21 x 3.43 x 23.52 cm
- Print length432 pages
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Review
Review
Review
"In today's environment, creating sustainable value for customers and shareholders requires building effective alliances. This thoughtful book gives practical insights on how to do so with one partner, as well as state-of-the-art thinking on how to manage an entire portfolio of partners. It offers clear steps to help managers at all levels develop their own best practices. In short, it is must-reading for managers in any firm that wants to work with leading-edge, alliance-savvy partners or that is striving to become one itself." ―Steve Steinhilber, vice president, strategic alliances, Cisco Systems
"Today, alliances are essential building blocks for companies to achieve stronger and more effective market presence. In Mastering Alliance Strategy, the authors skillfully present a comprehensive guide to designing, managing, and organizing successful alliances." ―Yotaro Kobayashi, chairman of the board, Fuji Xerox Co., Ltd.
"A great bridge between theory and day-to-day practice. It will be valuable to companies developing an alliance strategy for the first time, as well as to those with substantial experience." ―Dr. Rüdiger Grube, senior vice president for corporate development, DaimlerChrysler AG
From the Publisher
Benjamin Gomes-Casseres is a professor at Brandeis University and previously was at Harvard Business School. He wrote The Alliance Revolution and numerous articles on alliance strategy and he consults and teaches widely on the topic.
Michael S. Robinson is a consultant in Sydney, Australia, and was cofounder and publisher of The Alliance Analyst. He launched a number of publications and started successful businesses in Asia, Europe, and the United States.
From the Inside Flap
Successful business alliances today are critical to the competitive advantage of many companies. Mastering Alliance Strategy presents state-of-the-art thinking and practices for using partnerships effectively. This essential resource will help you understand and use alliances better, whether you are a new or seasoned alliance professional, a business-development specialist, a line manager, or a top executive. The authors argue that the secrets to success lie not solely in the intricacies of a deal but also in the strategy and organization behind the deal. They draw ideas and tools from years of research and reporting on four elements that are key to an effective alliance strategy:
* Designing the alliance and crafting the agreement
* Managing the alliance after it is launched
* Leveraging a constellation of alliances
* Building an internal alliance capability
Written in an accessible style and filled with advice and useful ideas, this book describes models used by dozens of companies and contains work from over fifteen contributors from business, academia, and consulting. Executives at all levels will gain new insights on the fundamentals of planning, negotiating, and governing an alliance, as well as learn how to develop powerful networks of partners and build world-class alliance capabilities.
From the Back Cover
Successful business alliances today are critical to the competitive advantage of many companies. Mastering Alliance Strategy presents state-of-the-art thinking and practices for using partnerships effectively. This essential resource will help you understand and use alliances better, whether you are a new or seasoned alliance professional, a business-development specialist, a line manager, or a top executive. The authors argue that the secrets to success lie not solely in the intricacies of a deal but also in the strategy and organization behind the deal. They draw ideas and tools from years of research and reporting on four elements that are key to an effective alliance strategy:
* Designing the alliance and crafting the agreement
* Managing the alliance after it is launched
* Leveraging a constellation of alliances
* Building an internal alliance capability
Written in an accessible style and filled with advice and useful ideas, this book describes models used by dozens of companies and contains work from over fifteen contributors from business, academia, and consulting. Executives at all levels will gain new insights on the fundamentals of planning, negotiating, and governing an alliance, as well as learn how to develop powerful networks of partners and build world-class alliance capabilities.
About the Author
Benjamin Gomes-Casseres is a professor at Brandeis University and previously was at Harvard Business School. He wrote The Alliance Revolution and numerous articles on alliance strategy and he consults and teaches widely on the topic.
Michael S. Robinson is a consultant in Sydney, Australia, and was cofounder and publisher of The Alliance Analyst. He launched a number of publications and started successful businesses in Asia, Europe, and the United States.
Product details
- Publisher : Jossey-Bass; 1st edition (13 December 2002)
- Language : English
- Hardcover : 432 pages
- ISBN-10 : 078796462X
- ISBN-13 : 978-0787964627
- Dimensions : 16.21 x 3.43 x 23.52 cm
- Best Sellers Rank: 1,139,886 in Books (See Top 100 in Books)
- 1,781 in Business Management Textbooks
- 4,935 in Strategic Business Planning
- 5,300 in Business Strategy & Competition
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About the authors
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BENJAMIN GOMES-CASSERES has been studying, teaching, and consulting on the strategy of business combinations for thirty years. His work has focused on alliances and multipartner constellations, with special attention to innovation strategy. He has studied business combinations in a range of industries, from information technology and pharmaceuticals to automobiles, airlines, and energy.
Gomes-Casseres is a professor at the International Business School, Brandeis University and previously was a professor at Harvard Business School. Before that, he was an economist at the World Bank. He has published his research in three books, including "Remix Strategy: The Three Laws of Business Combinations" (Harvard Business Review Press, 2015). His earlier books are "The Alliance Revolution: The New Shape of Business Rivalry" (Harvard University Press, 1996) and "Mastering Alliance Strategy: A Comprehensive Guide to Design, Organization, and Management" (Jossey-Bass/Wiley, 2003). His research has also appeared in numerous articles, handbook chapters, blogs, and videos.
Gomes-Casseres speaks for and consults widely with companies seeking to create value from external resources and to improve the way they manage business partnerships. He has worked with global companies in pharmaceuticals, biotech, computer hardware and software, industrial products, energy, automotive products, financial services, and R&D services.
Gomes-Casseres earned a DBA in international business from Harvard University, an MPA in economic development from Princeton University, and a BA in history and in economics from Brandeis University. A native of Curaçao, he speaks four languages.