• Mid- and upper-level managers involved in creating or implementing strategic alliances
• Individuals with responsibility for business development, strategic planning, marketing and strategic alliance operations
• Legal, accounting and management consulting professionals engaged with firms involved in or considering strategic alliances
• Federal Government managers seeking to gain new perspectives for managing strategic partnerships

• Past Participant Profile

• Analyze and determine when to make, buy or ally
• Create and manage value-adding alliances
• Avoid common pitfalls that can lead to alliance failures
• Negotiate before, during and after alliance agreements have been signed
• Anticipate critical legal, financial and operational issues in alliances
• Manage complex, multiple alliance initiatives within your organization

Promises and Pitfalls of Alliances

• Evaluate risks and returns
• Avoid alliance failure factors
• Increase the probability of successful alliances
• Address the challenge of cooperation among large numbers of partners

Make, Buy or Ally

• Know when to use alliances as a business development vehicle
• Protect your company’s interests strategically and contractually
• Detect when your partner has a win/lose orientation
• Understand the role of alliances in the network economy

Alliance Decisions and Capabilities

• Change your status from vendor to partner
• Develop an alliance capability across the organization
• Structure an alliance for organizational learning
• Create alliances within an organization
• Improve alliance management capabilities

Economic and Governance Issues

• Deal with cultural differences in alliances, especially in emerging economies
• Map competitors’ alliances
• Implement a framework for stakeholder analysis

Analyzing and Designing Joint Ventures

• Discuss strategic and operational considerations
• Anticipate critical legal, accounting and financial issues
• Find value in cooperation
• Anticipate conflict and instability when your company has multiple alliances

Edward Zajac - Academic Director; James F. Bere Professor of Management & Organizations

Edward (Ned) Smith - Associate Professor of Management and Organizations, Kellogg School of Management; Associate Professor (by courtesy) of Sociology at Northwestern University; Faculty Affiliate, Northwestern Institute for Complexity (NICO)

Continuing Education Credit
This program is registered with the National Association of State Boards of Accountancy and is recommended for 25.0 CPE credits.

Continuing Professional Education Information
The Kellogg School of Management, Northwestern University is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.

All Kellogg programs that qualify for CPE credits do not have pre-requisites. Advanced readings and case preparation is required. A packet of course materials is emailed to all participants before the program begins.

All Kellogg programs are group-live or internet-based. Program level: Advanced. For more information regarding administrative policies such as complaints and refunds, please contact our office at 847-467-6018.

“This is perhaps one of the best courses on strategy around the globe. The interactions, the case studies and the lectures were truly insightful and helped me gain a deep understanding of managing alliances and partnerships in diverse scenarios.”
Global Head of Channel Partner Programs – Central Marketing Excellence, Philips Lighting Amsterdam

"For people new to this concept - [this is] an excellent [program] to gain the right foundation on alliance creation and management. The instructors were wonderful, energetic, and knowledgeable. You will learn from the diverse experience of participants as well.”
Senior Group Leader, Mondelez International, Inc.

“This program provided great insights and frameworks that will be critical to growing our alliances.”
CMO, Caesar's Entertainment