How do you engage when your partner is strategic to you – but you are not strategic to them. My partner thinks of me as a supplier, or a channel, or 'fill-in-the-blank.' How do I become a strategic partner? This is a common refrain from startups and small companies wanting a relationship with a big [...]
Certification assures Collaborative Capability: Taking Partnering to the Next Level I was fortunate to be featured in an interview for the Marketing Thought Leadership series with Linda Popky, Marketing Master and recently named one of Silicon Valley's Top 100 Women of Influence. In this podcast interview, I was asked to speak about the growing recognition [...]
Attended an ASAP Green breakfast this morning and it was certainly eye opening even if the coffee arrived late. Hal LaFlash, Dir Emerging Clean Technology Policyfrom PG&E -that's Pacific Gas and Electric for the non-Californians - spoke on the many alliances that PG&E has been cultivating in the interest of providing sustainable energy. While one [...]
Have you read a book in the past year that made an impact on you and how you manage alliances and partnerships? Could even be one you've written!! Here are some that I read this past year which I found had relevance to the field of alliance management. NOT listed in any order other than [...]
The April meeting of the Silicon Valley/Norcal Chapter of the Association of Strategic Alliance Professionals featured a panel discussion on Coopetition. It turns out to be as hard to pronounce as it is to do. The panel often struggled with every verb and noun form of it: Coopetive, co-opeting. It might have been humorous, but [...]
A successful alliance program begins at the top with the support of the CEO. Like many other things, the CEO influences company culture, models the behavior, and sets the priorities in collaborative relationships. CEO support and that of the CXO staff fosters the environment where alliances can thrive and deliver results. When you look at [...]