The following list was imbedded in an article “putting the I back in Alliances” by Rosabeth Moss Canter, one of the better management thinkers around. It creates a simple list of things any successful alliance requires.
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Individual excellence: Both sides bring strengths and neither can be expected to prop up the other.
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Importance: The relationship must matter strategically to both sides.
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Interdependence: You need to need each other.
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Investment: Have a stake in the partner’s success.
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Information: Transparency strengthens the partnership; hiding information impedes trust.
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Integration: Create several points of contact across the organizations.
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Institutionalization: A formal structure can aid in objectivity and ensure the partnership works for both sides.
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Integrity: Trust is critical and ethics are a must.
In all the work I have done in alliance formation and management, there is no time when this list would not have been of value.
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