Featured insights
Our latest thinking on the issues that matter most for business relationship management
alliances
Helping teams optimise their partner ecosystems and networks
The Partners Network and Ecosystem Programme is used by alliance, partner and channel management teams to assess and benchmark their performance as a partner by talking to and polling senior executives across the clients' network and ecosystem of partnerships, collaborations, alliances and channel partners. Read more...
Real time feedback
Going beyond the traditional business development and partnering survey
The platform is highly flexible and can be used in a number circumstances with internal and external stakeholders. For example: tracking the attitudes of prospective partners as they talk to your team, tracking the opinions of actual partners as they work with you, getting feedback before and after key meetings and getting responses to key events and changes in circumstances. Read more...
Alliance management
The partnership healthcheck
The partnership healthcheck is a service intended to deliver rapid feedback to alliance managers on both sides of an alliance or partnership in a professional and confidential but cost-effective manner Read more...
covid-19
Assessing the reaction of your partners to your organisation's COVID-19-related changes
COVID-19 is one of the greatest challenges to many organisation's business models that they have ever experienced. Our new programme helps organisations understand how their partners have responded to the organisation's efforts to manage the crisis and the impact generally on the business environment for those partners. Read more...
Alliance success
Why are some alliances successful and others not?
We have analysed out database of hundreds of partnership surveys conducted on behalf of clients over the years to try and understand why some alliances are successful and others are not. Read more...
Benchmarking strategic alliances
Benchmarking is a powerful tool for partnership analysis
In these difficult times benchmarking is a powerful tool for determining how well your organisation is handling the challenges of managing strategic alliances, partnerships and channel partners in the time of Covid-19 and the resulting economic dislocation. Read more...
Balanced scorecards
Using balanced scorecards as a tool for partnership analysis
Balanced scorecards have become a standard part of the business planning tool-set for large companies and have accumulated a large fan base across large segments of the private and public sectors. So what is the balanced scorecard and what relevance does it have for alliance and business development professionals? Read more...
Partnering
What makes an organisation a partner of choice?
All large companies want to be known as the go-to organisation when other companies are thinking about linking up in order to progress their product development, research and development or business development plans. We examine what it takes to become a partner of choice. Read more...
Alliance management
Monitoring the critical success factors in you alliances
Successful alliance managers know that one of the most effective method for monitoring these factors is the regular collection of feedback from both their own staff and partners exploring the attitudes of team members to the critical success factors for their partnerships Read more...
Alliance failure rates
Strategic alliance failure rates, reconsidered
The question of the rate at which strategic alliances fail never goes away. Nor does the wide-spread article of faith that strategic alliances inherently have a high failure rate, usually well above 50%. Is that about right? Read more...
business development and alliance management
The Listening Platform: How it works
The Listening Platform allows teams to foster authentic, ongoing relationships with the people they need to connect with in less time and with less effort. The Platform offers immediate feedback about important decisions that is relevant, contextualised, highly targeted and in near real-time. Read more...
Negotiating
How effective is your approach to deal making?
Every business development team needs insights about how those whom they enter discussions react to them. Our platform helps those business development teams generate those insights quickly and efficiently. Read more...
Trust
Trust and the success of a collaboration
Many academic and industry writers in the field of alliances argue that trust is one of the most important factors, or even the only important factor, in determining the success or otherwise of an alliance. Is this correct? Read more...
External partnerships
Generate meaningful insights about your relationships
Our platform allows business development and alliance management teams to foster authentic, ongoing relationships with the people they need to connect with in less time and with less effort. Read more...
Business development
The art of business relationships is listening
The core of building strong business development relationships is communication. And at the core of communication is listening. Read more...
Business development
Getting insights into your team's communication skills
Communication skills are one of the most important assets that a business development team can develop. Our platform enables business development teams to develop a deep understanding of their strengths and weaknesses in terms of communication. Read more...
Business development
Getting insights into your team's communication skills
Communication skills are one of the most important assets that a business development team can develop. Our platform enables business development teams to develop a deep understanding of their strengths and weaknesses in terms of communication. Read more...
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