Alliance Competence

"Alliances enable firms to develop competitive advantage by leveraging the skills and capabilities of its partners in order to improve the performance of its value chain."

"There is an increasing recognition that alliances are about relationships and people and that having skilled alliance managers contributes to the probability of a successful outcome."

"Companies join forces to reap benefits that neither partner could easily achieve alone. This mutual need drives companies to search for partners with complementary skills and resources that help both companies improve their competitive positions."

"There is an implicit coalignment between partners to learn and acquire skills, products, technology and knowledge that are unique to that alliance."

"Stabilization often implies a recalibration or reassessment of the alliance and its purpose based on changes that occur over time."

"Alliance spirit defines the often unstated, but fundamental beliefs of the partnership between two companies."

"Anticipate where static originates from and envision strategies for predicting and managing its effects."

"At its best, conflict in alliances can be beneficial. Conflict raises issues, encourages innovative problem-solving, points out significant differences of opinion, or clarifies true goals and objectives."

"To settle claims while partners are still in the honeymoon phase of the alliance removes the tension of having to deal in the moment."

"Alliance manager development is not just a human resources issue; it is a question of developing corporate talent that belongs to the entire company."

"The advantages that accrue to the firm that has developed an alliance competence are based on an ability to leverage both the firm's and its partners' resources more effectively."