Winners of the 2007 Alliance Awards on Strategic Alliance Excellence
What are the secrets to strategic alliance excellence?
January 25, 2008
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Strategic alliances and partnerships play a crucial role in growing businesses in today's marketplace. But for every success story, there are numerous perils and pitfalls waiting to cause alliances to fail; so what are the secrets to strategic alliance success? The Association for Strategic Alliance Professionals awarded a handful of companies its annual Alliance Awards for demonstrating excellence in strategic alliances. In this podcast we interview several strategic alliance executives from these companies to share insights behind their outstanding success. Norma Watenpaugh, Vice Chairman of ASAP, introduces her organization and its commitment to strategic alliance excellence. Danita Brewer, Senior Manager of Alliance Effectiveness at Procter and Gamble Pharmaceuticals. P&G Pharmaceuticals has driven double-digit sales growth for five consecutive years based on its portfolio of 28 different alliances. John Buckingham, Senior Vice President of Alliance Management with Endo Pharmaceuticals. Endo has built its success in pharmaceutical development and marketing by aggressively seeking effective alliance management practices at all points along the value chain, and as a result they have really changed the landscape of the pharma industry. Henk De Graauw, director of alliances at KLM Airlines, which started the first airline joint venture with Northwest over a decade ago, and has since grown into the Sky Team Alliance, which commands a 31% share of the North Atlantic market. Michael Weller, Programme Director, British Telecom/Hewlett Packard Alliance. BTs alliance with HP has created significant value for both parent companies, generating approximately $1 billion in less than three years.