Building Business Value through Alliances

Brief Philosophy

Although the concept of building alliances is not entirely 'new', using Alliances as an alternative way to grow your business is. Applied to business, the approach of Strategic Alliances replaces the Joint Venture as an strategy of flexibility that is more appropriate for the current business culture.

The Strategic Alliance Management discipline is maturing from a novelty concept to an accepted function within progressive organizations today. As with any new concept, there are many different definitions and perspectives. Some popular definitions relate Alliances too closely with the sales side of business development. Some consultants make a business decision to offer services too narrowly in our viewe, focussing on one type or aspect of relationship only.

In our definition of Strategic Alliances for business growth, we believe that:

• Alliances are essential to grow your business while 'doing more with less'
• Alliances must be closely related to overall business objectives
• Alliances are complimentary to your other channels for reaching the end customer
• Alliances must be actively managed to monitor their performance
• Alliances allow you to apply leverage for faster and greater ROI
• Alliances are not the same as sales channels
• Alliances require a dedicated staff with a practical, but longer term outlook

What are some of the main reasons progressive organizations are implementing their own Strategic Alliances?

• Gain access to strategic markets
• Gain access to strategic technology
• Gain access to strategic engineering knowledge
• Gain access to strategic investment funds
• Allow them to focus on their core competency
• Build value on the road to acquisition by the Alliance partner

What are companies putting in place in order to efectively build and manage Strategic Alliances?

• Relationships with specialized providers of Alliance services to get started quickly.
• Training employees in relationship management and Strategic Alliance concepts
• Implementing Alliance Management infrastructure, roles and best practices.
• Implementing tools for Alliance Intelligence gathering, analysis and reporting
• Building internal teams with Alliance, Sales, Marketing, PR and Product Development people to get the greatest potential for success.

Please review our Services pages for more about our approach as a service provider to leading organizations in a variety of industries.

When you are ready to learn more, contact us at Dralla Group LLC Inquiries