How to Win Through Partnering Today and Tomorrow

Stuart Kliman
The advent of the Partnering Everywhere world challenges organizations' fundamental assumptions about how they win. Winning through strong internal efforts is no longer sufficient. Organizations must abandon the "Not Invented Here Syndrome" and win through accessing innovation wherever it exists, refocusing their internal operating model to embrace the external, across the enterprise and many different types of partnering models.

For the Alliance Management function this reality implies leading change initiatives to:

  • Explore what is meant by a "strategic assumption about how we win" and the implications on organizational behavior and results
  • Determine how to align the organization around a strong "we win by partnering" assumption
  • Define the role of the Alliance Management function in raising up the need for, and then driving, the change
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