Cover image for Building, leading, and managing strategic alliances : how to work effectively and profitably with partner companies
Building, leading, and managing strategic alliances : how to work effectively and profitably with partner companies
Kuglin, Fred A.
Personal Author:
Publication Information:
New York : AMACOM, [2002]

Physical Description:
xiii, 272 pages : illustrations ; 24 cm
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HD69.S8 K83 2002 Adult Non-Fiction Central Closed Stacks

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"Changes in the world economic climate have fundamentally altered not only the way products are created, but also the way businesses form and thrive. Large organizations once grew by swallowing whole the smaller companies with which they worked. Now, growth for both large and small companies is fostered and nurtured by strategic alliances.

This timely book illustrates five types of strategic alliances and how to structure them to achieve the goals of the component companies. Drawing from industries such as communications, healthcare, appliances, and defense, the book covers:

* How to determine the right type of alliance, and structure it to meet each company's stated goals

* Sharing knowledge and building inter-company teams

* Successfully ending an alliance

Filled with sample legal documents and agreements, frameworks and guidelines, the book is an essential resource for companies considering strategic alliances."

Author Notes

Fred A. Kuglin (Dallas, TX) is vice president in the Supply Chain Operations practice with Cap Gemini Ernst & Young and an expert in strategic planning. Jeff Hook (Coppell, TX) is vice president of consulting alliances for i2 Technologies, Inc.

Table of Contents

Acknowledgmentsp. vii
Introductionp. ix
1. What Is an Alliance?p. 1
2. Great Idea, but How Do I Get Started?p. 23
3. 3G Wireless Networks: The Future Is Now ... or Is It?p. 49
4. Telecom Providers and 3G Wireless Device Manufacturers: A $1 Trillion Investment, yet Where's the Value?p. 74
5. Mission Impossible? From Intense Competitor to Alliance Partner!p. 98
6. Transportation: Win-Win Must Mean Profit-Profitp. 124
7. Health Care: Alliances and a Healthy Supply Chainp. 151
8. Software Companies and Consulting Firms: Alliances Viewed from Both Sidesp. 189
9. Know When to Hold, and Know When to Foldp. 214
10. Critical Success Factors in Establishing Alliancesp. 238
11. The Alliance Hall of Famep. 251
Indexp. 269