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2 - D A Y  W O R K S H O P
Building Profitable
R&D Alliances

Tools and Management Techniques

June 6-7, 2005 / Cambridge, MA

How to plan, negotiate and successfully implement collaborative product development and research alliances

Download PDF Brochure Download Brochure - Alliance-Mgmt.pdf 69kb


Monday, June 6

7:30 – 8:30 Registration and Continental Breakfast
8:30 – 9:30 Introductions and Expectations
9:30 – 10:15 Module 1:
The Strategic Use of Alliances
  • How do companies strategically use alliances?
  • How can alliances constrain a firm as well as provide strategic flexibility?
  • What are the fundamental early planning requirements for a successful alliance, and what mistakes are often made?
  • What is the competitive positioning tool and how can it define the short list of potential partners?
10:15-10:30 Break
10:30-12:00 Module 2:
The Alliance Framework
  • What is an "Alliance Framework", and why is it so important (and challenging to prepare)?
  • Who should be on the alliance planning team, and what are their responsibilities?
  • How is the short list of prospective partners evaluated, and what are the most important questions to ask in first meetings with such prospective partners?
  • How is the Alliance Framework used in the negotiation process?
  • How can deal-killers be identified and dealt with?
  • What are the dynamics of a negotiation, and what are the impacts of corporate and national cultures?
12:00-1:00 Lunch
1:00-3:00 Complete Alliance Framework
3:00-5:00 Alliance SimulatorTM
5:00-6:30 Special Networking Reception: Join Drs. Slowinski and Sagal and fellow participants for an informal wine-and-cheese networking reception. Make contacts and cultivate resources that will benefit you long after the course is concluded

Tuesday, June 7

7:30 - 8:15 Continental Breakfast
8:1511:15 Alliance SimulatorTM Continued...
11:15-12:00 Group report-out and discussion of the Alliance SimulatorTM
12:00-1:00 Lunch
1:00 –2:30 The Alliance Implementation Program
  • How do successful managers coordinate resources across organizational boundaries?
  • What can managers do in the negotiation phase to accelerate alliance implementation and goal achievement?
  • Why is it vital that managers identify and link the decision making structures of the two firms? How is that done?
  • What tools and techniques are effective for resolving conflict in the alliance?
  • How can managers deal with cultural disconnects (both national and organizational)?
  • Why do cross-functional teams become less important as the alliance matures? What management structures replace them?
  • What are the early warning signs of trouble? What should managers do about them?
  • How can an alliance that is not meeting expectations be turned around?
2:30 – 2:45 Break
2:15 – 3:30 Wrap-Up & Group Discussion - participants exchange ideas and provide input on each others' non-proprietary challenges and questions
3:30 Adjourn

Course Info

Register Online

Limited participation

This course is also available as an onsite workshop
To request a proposal for an in-house workshop, please contact Jackie Cooper via email at or by phone at 781-891-8080 ext. 211