What Is Alliance Management?
Alliance management involves coordinating, communicating, and negotiating with internal and external stakeholders to enable partners to make joint decisions and handle differences constructively. Read further about this function:
- The book Mastering Alliance Strategy: Design, Organization, and Management offers advice on alliance management functions, roles, and skills.
- The article “Vendor or Partnership?” discusses the how partnerships differ from vendor relationships, and why that matters to management.
- These two videos explain the role of alliance management in the company as a whole.
What Alliance Management Services Do We Offer?
Ben Gomes-Casseres helps companies manage their alliances by offering in-house training, customized tools, and expert advice. Through workshops and consulting, clients build partnership skills and alliance management capabilities.
He specializes in the “deal to alliance” process – the methodologies and capabilities that ensure that deal decisions made up front enable effective collaboration during the life of an alliance. A brief introduction to this process is here. This is often a missing link in many organizations, when deal-making by business development professionals is removed from the practice of alliance management. Because we work on that interface between strategy and management, please see also our closely-related services in Alliance Strategy.