ALLIANTIST

It's all too easy to pick a partner, put in place an alliance and then not manage that relationship in life. Other common reasons for that 70% alliance failure rate include the partner's objectives changing, people moving on and new information coming to light that means the alliance is no longer attractive. In addition people make a lot of promises during negotiations and the honeymoon period that don't materialize in life. Having put all the effort in to craft the alliance it would be a shame to waste the investment or have sub optimal delivery. With the increasing financial and reputational risks from alliance activity, and pressures on organizations to squeeze every ounce of value from their partners regular alliance assessment is essential.

The PAM relationships module includes emotional intelligence indicators and KPIs to help the parties maintain alignment in life and this is essential for effective day to day delivery. We also advocate a partner and alliance relationship assessment (PARA) at various stages during the alliance, certainly every six to twelve months for business critical and strategic relationships. The aims of the alliance review are to ensure that the alliance continues to produce the desired results for all the partners, exploits new opportunities as they arise and where appropriate makes course corrections as needed along the way, including alliance exit, when appropriate. PARA is a tool available within PAM and it can be administered by the alliance team, or for completely objective assessment, by alliantist or one of its delivery partners or associates. PARA addresses both the causes and effects of relationship success and has questions focused under nine key areas characteristics:

• Value proposition
• Drivers for cooperation
• Relationship compatibility
• Investments
• External Pressures
• Management controls
• Execution
• Relationship health
• Alliance results

PARA has a vast range of criteria already built in that you can use and it's also easy to add your own. PARA like all the tools in PAM is on line and can be used from anywhere in the world so it cuts down on travel and expenses as well as improves productivity by letting you focus on what you want to achieve and not worry about how. With the results of PARA easily exportable and available on line for post review workshops internally and with partners, it sets up users well to take corrective actions specifically where they are needed and ensures the alliance continues to deliver optimal results for both parties and that their invested assets deliver the best possible returns.

To learn more about how to conduct a review using PARA, or how to get the best from the relationships suite in PAM contact us now on either +44 (0)1273 704500 or email enquiries@alliantist.com