Building Strategic Relationships. How to Extend Your Organization's Reach Through Partnerships, Alliances, and Joint Ventures

  • ID: 2212167
  • Book
  • 272 Pages
  • John Wiley and Sons Ltd
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Few organizations can afford all the specialized expertise and technology they need to respond nimbly to emerging needs, regardless of the type of clients they serve. As market demands grow increasingly complex and resources are strained, strategic alliances and joint ventures are becoming business as usual not only within business sectors, but between them as well. When these alliances succeed, they open up whole new worlds for the participating partners: new products and services, new markets, access to resources, smarter ways of doing things. Building Strategic Relationships shows how successful alliances are launched, developed, and concluded within the corporate world and between corporate entities and government or nonprofit institutions. The authors draw from more than two hundred interviews and seventy–five case studies of varied partnerships including a customer–supplier alliance between a newspaper publisher and a newsprint supplier, a joint venture between a school district and a major accounting firm, and others to provide perspective, guidance, and detailed case examples that will help progressive partners achieve their goals in all phases of partnership.
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THRIVING IN AN INTERDEPENDENT WORLD.

The Growing Need for Collaboration.

The Nature of Effective Partnership.

HOW PARTNERSHIPS GROW AND DEVELOP.

Courtship and Commitment: Making a Good Match.

Day–to–Day Relationship: Translating Vision Into Value.

Transformation: Changing the Relationship or Parting Amicably.

PARTNERSHIPS IN PRACTICE.

Lesher Communications and Norpac: A Supplier–Customer Partnership.

Arthur Andersen and the Alameda School System: A Public/Private Collaboration.

The Council for Continuous Improvement: A Multi–Industry, Multi–Sector Consortium.

WHAT SUCCESSFUL PARTNERSHIP REQUIRES.

The Partnership Covenant.

Building a Foundation for Mutual Trust.

Resource: Partnership Readiness Questionnaire.
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WILLIAM BERGQUIST is president of the Professional School of Psychology in San Francisco and Sacramento and the author of twenty–five books on management, psychology, and education, including The Postmodern Organization (Jossey–Bass, 1993). JULI BETWEE is an international management consultant and a principal in HRMG, Inc. DAVID MEUEL is a corporate speechwriter and public relations consultant to Silicon Valley senior executives.
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