Cambridge
Academy
In London

Introduction:

This program is designed for you to 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. Through this course we aim for you to 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.

Course Objectives

By the end of this course, participants will be able to:

·        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

Target Audience

This course is designed for:

·        Business Analysts

·        Senior Government Personnel

·        Legal Advisors

·        Financial Advisors

·        Directors and Senior Management from Private Infrastructure/ Public Utility Sectors

·        Technical and Financial Consultants

Course Outlines

Day 1: 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

Day 2: 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

Day 3: 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

Day 4: Economic and Governance Issues

·        Deal with cultural differences in alliances, especially in emerging economies

·        Map competitors’ alliances

·        Implement a framework for stakeholder analysis

Day 5: 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