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Creating and Managing Strategic Alliances
Develop strong alliance capabilities
Just as the rewards of strategic alliances are many, so are the options and their associated legal, financial and operational implications. In a world of constrained resources and intense competition, the challenge of developing strategically focused, cooperative relationships lies in designing and managing them to create value and knowing and mitigating the factors can result in alliance failures.
In this highly collaborative program guided by senior Kellogg faculty, you’ll learn how to create and manage a variety of strategic alliances, both domestic and international, including joint ventures, licensing agreements, buyer-supplier partnerships and consortia. You’ll examine the specific conditions under which alliances are preferred to other growth strategies, develop a better sense of the related costs and benefits, and leave with practical tools you can apply immediately.
Edward Zajac / Academic Director
Who Should Attend
- 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
Key Benefits
- 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
Program Content
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
Faculty
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)
CPE Credits
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 847-467-7000.
What Participants Say
“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
Personal Consultation
Please email or call us if you would like a personal consultation
2019 Sessions
|
September 10-13, 2019 Start: September 10 at 4:15 PM End: September 13 at 12:00 PM Evanston campus |
$7,100 Fee includes lodging and most meals |
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