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If a partner understands better the role alliances play in business
strategy, is able to engage in a strategic conversation around the needs for and
benefits derived from an alliance, and has a more sophisticated approach to partner
selection, there should be fewer conflicts down the road. - Dell
Computers revolutionized the PC market when the company formed an alliance between
Intel and FedEx. Through this partnership, Dell was able to mass-customize and
deliver computers faster than most of its competitors.
- With
monthly losses around $1 million, US Air decided to join forces with British Airways.
Through this alliance, US Air became a global player in the airline industry,
and gave both companies the ability to save millions in annual costs by incorporating
joint purchasing of services, fuel, aircraft, and more.
Strategic
alliances are becoming more and more essential to the viability of a company.
These alliances are pervasive throughout the corporate landscape and have a big
impact on the way business is conducted across the globe. Written by strategy
experts from the University of Virginia's prestigious Darden School, Alliance
Competence combines the latest research and case studies to explore the key
aspects necessary to develop a successful alliance. Enhanced
by a five-year study of global companies, this book offers unique insights about
building the foundations of alliance competence. These competencies provide firms
with a source of sustainable competitive advantage that will help them compete
more successfully in global markets. Through actual "war stories" the
problems and challenges that alliances tend to face are revealed, as well as concrete
suggestions for managing through the evolutionary cycle. After
examining all the research available, the authors introduce a process they've
developed called The No Blame Review (NBR). This collaborative, nonjudgmental
process helps alliances constructively confront times when the alliance seems
off track. The NBR creates an objective, nonthreatening, and non-value-laden opportunity
for alliance managers and strategic sponsors on both sides to raise, investigate,
and review serious issues. It also allows partners to check the alliances vital
signs and to make a determination that all systems are in alignment. This process
provides the most positive approach to conflict resolution. The
insight, real-world examples, and research featured in Alliance Competence
will give you the tools and diagnostics necessary for locating potential allies
and creating a successful alliance. Robert E. Spekman,
Ph.D., is a professor of business administration at the University of Virginia's
Darden School. He has written or edited six books, including The Portable
MBA, Third Edition, also from Wiley. Lynn
A. Isabella, Ph.D., is an associate professor of business administration at the
Darden School. Her articles have appeared in Harvard
Business Review, Academy of
Management Journal, and Organizational
Dynamics.
Thomas C. MacAvoy, Ph.D., is the professor
emeritus of business administration at The Darden School. Previously, he was vice
chairman and COO of Corning, Inc.
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