And yet, surveys of CEOs show that the lack of know–how for forming lasting alliances is one of the biggest gaps in business knowledge. Even in companies with successful experiences, the learning often fails to filter down past the senior level.
In 1988, Booz∗∗Allen & Hamilton, one of the top management consulting firms in the world, became aware of the problem. Since then, the firm has become renowned for gathering the best thinking on alliance building from companies in every major industry around the globe. Now, in Smart Alliances, two of Booz∗∗Allen′s senior consultants distill that knowledge into an eight–step plan for building and sustaining strategic alliances at every level of the company.
From identifying opportunities to mapping objectives to planning and implementing compatible partnerships, they share the secrets of how alliances can be used to take a company global–through the success stories of corporate legends like Corning, Ford, and Hewlett–Packard in regions as diverse as Europe, Japan, and India.
But authors Harbison and Pekar go far beyond the anecdotal. Using firsthand experience, in–depth interviews, and a wealth of collective research on more than 6,000 international alliances, they put hard numbers to this increasingly vital strategic skill. Their best practices can help companies jump the learning curve and form the kind of sustained partnerships that make for repeatable success.
1. Opportunities and Imperatives
2. The Momentum Behind Alliances
3. Leapfrogging the Learning Curve
4. How Great Alliances Grew: Four Case Studies
5. The Eight–Step Roadmap
6. Lessons And Opportunities Acrooss Borders: The View from Across the United States
7. Legal and Governance Perspectives an Strategic Alliances
8. Institutionalizing Alliance Capabilities: The Secrets of Repeatable Success
"Harbison and Pekar bring substance and depth to a topic that has all too often been discussed in mere platitudes. Their advice on how to manage cross–border alliances in a rapidly changing global economy is essential reading." –John A. Quelch, Sebastian S. Kreske Professor of Marketing, Harvard University
"As the president of an association that endeavors to provide our membership with practical guidelines for alliances, I found this book to be one of the best guides on the subject–clearly pointing out the successful as well as the unsuccessful routes to higher return on equity through alliances." –Charles H. Conner, president, Association for Corporate Growth
"John Harbison and Peter Pekar have assembled a decade of their writings and consulting experience on alliances into a fascinating manual. Direct and comprehensive, their book represents an unusual combination of thoughtful analysis and pragmatic advice." –Bruce Kogut, Dr. Felix Zandman Professor of International Management, Wharton School, University of Pennsylvania