In alliance management, according to a Harvard Business Review article, companies tend to forget that they are working together because of their differences. Rather they must embrace those differences and find a way to leverage and create value from them. The article cites the partnership between Hewlett-Packard and Microsoft as a positive example of how this works. At first, the two companies differed in their approaches to sales which caused friction and misunderstanding. Continue reading
Consider this phrase: Alliance Management. On the surface, it sounds like a good idea, right? You want to carefully maintain your alliances. On the other hand, how exactly does one go about this? By the very nature of the word, you do not control – or entirely manage – those with whom you are allied. They work for another company with different management, different goals and different products.
How can you make this work, then? Continue reading