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Title	Description	Author
A First Step in Ensuring Successful Partnerships: The Relationship Launch	Most partnerships fail because of a lack of attention given to how the parties work together. Read about the eight steps to conducting an effective alliance relationship launch.	Jeff Weiss, Laura Judy Visioni
A Key Partnering Challenge: Managing Both Substance and Relationship	Establishing relationship protocols early on in alliance partnerships	Sara Parker Enlow, Stuart Kliman
Advice for Outsourcing Buyers	Vantage research shows that without effective relationship management, buyers will fail to achieve the value they sought and providers cannot be profitable.	Danny Ertel
Aggressive Biotechs Succeed: Selecting the Right Pharmaceutical Partner	Establishing appropriate terms and expectations with pharma alliances	John Kim, Nick Palmer
Alliance Management: A Blueprint for Success	Ten key alliance management capabilities	Danny Ertel
Alliances in Post-Merger Integration (Part I)	"30% of all alliances are abject failures." This first in a three-part series on managing alliances during M&A integration looks at the reasons and provides a guide for action.	Laura Judy Visioni, Thomas Honohan
Alliances in Post-Merger Integration (Part II)	What executives and alliance managers need to know for effective management of alliances during the first twelve months of integration.	Thomas Honohan
Alliances in Post-Merger Integration (Part III)	Part 3 of this series provides a framework for planning, developing, and most importantly, implementing a sustainable alliance management capability.	Ted Carstensen, Stuart Kliman, Laura Judy Visioni
Approaching Persuasion as Joint Problem-Solving	Do you fall into one of three fundamental traps when trying to persuade others? Learn how enhanced influence strategies can bolster corporate procurement's role as a strategic partner.	Jonathan Hughes
Avoiding Litigation: Corporate Counsel’s Role in Ensuring Successful Alliance Implementation	Discusses processes that help avoid dispute	Stuart Kliman
Dealing with Differences in Alliance Relationships: The Three-Layer Model	Constructively exploring and dealing with differences in alliance relationships	Jonathan Hughes, Jeff Weiss
Dealing with Differences in Alliances: Partisan Perceptions	Understanding different perceptions in alliance relationships	Jonathan Hughes, Jeff Weiss
Deploying Alliance Management Discipline Across an Alliance Portfolio: The Use of Alliance Tiering	Organizational capabilities for alliance relationship management	Stuart Kliman, Laura Judy Visioni
Effective Decision Making: Guidelines for Ensuring Greater Internal Coordination of Supplier Relationships	How to clearly define and balance decision-making rights with responsibilities	Jonathan Hughes
Effective Management of Network Relationships: The Network Relationship Launch	How to build an effective network relationship-launch process	Sara Parker Enlow, Stuart Kliman
Enabling Effective Alliance Decision Making	Outlines a framework to address many alliance decision-making challenges	Jonathan Hughes, Jeff Weiss
Enabling Outsourcing Success: The Relationship Launch	Planning a new outsourcing deal? Vantage Partners' Joint Relationship Launch starts buyers and providers off on the right foot with a systematic approach to working effectively together.	Danny Ertel, Sara Parker Enlow
Enabling Real Change in Behavior: E-Tools to Support Negotiation and Relationship Management Processes	Online tools to better implement negotiation and manage key business relationships	Danny Ertel
Guidelines for Cross-Cultural and International Negotiations	Learn how to appropriately assess cultural and stylistic differences appropriately for better negotiations with your suppliers	Jonathan Hughes
How Interpersonal Skills Can Impact Results in Your Organization	See how one organization is quantifying the "soft skills" of communication and relationship management to measure real savings	Elizabeth B. Rayer, Gabriella Salvatore
Implementing Alliance Metrics: Six Basic Principles	Explains how to define and discuss metrics with alliance partners	Jonathan Hughes
Implementing an Alliance-Dependent Strategy	Alliance failures are frequently the result of relationship factors that can be controlled. Read about what organizations can do to maximize the likelihood of success across their alliance portfolios.	Larraine Segil, Stuart Kliman, Laura Judy Visioni
Improving Negotiated Results: Making Negotiation a Business Process	Defines the six key phases of negotiation	Jeff Weiss, David Wagner
Managing Outsourcing Relationships to Achieve the Intended Value	Outsourcing professionals know that not all relationships should be treated the same. Four types of relationships are highlighted and best practices shared to promote valuable partnerships.	Danny Ertel, Sara Parker Enlow
Managing Research Alliances: Increasing Your Odds of Success	Explores the common challenges in managing pharmaceutical research alliances	Thomas Honohan
Mending Broken Relationships	As partnerships grow more complex, with more aggressive goals, an ever-increasing number of players and greater risks of failure, organizations need the capability to maintain (or rebuild) understanding and trust.	Stuart Kliman
Minimizing Value Leakage	Understanding negotiation as an ongoing relationship management activity	Jonathan Hughes
Moving From Conflict to Collaboration	Why can't we all just get along? Within organizations, the answer usually has something to do with our different roles, perspectives and styles. Re-engage disaffected employees through conflict resolution.	Ashok Panikkar
Negotiating Tips for Buyers in a Maturing Outsourcing Market	Best practices to negotiating outsourcing contracts based on the Harvard Negot. Project	Danny Ertel
Negotiating Tips for Service Providers in a Maturing Outsourcing Market	Outsourcing negotiations are not just about making a deal. The way you negotiate sets a strong precedent for the kind of relationship you will have for years to come.	Danny Ertel
Outsourcing Renegotiation: Seizing the Opportunity	Renegotiation is often an inevitable part of the outsourcing industry. Learning to leverage knowledge gained from previous negotiations is the key to successful current and future deals	Sara Parker Enlow
Remediation and Relaunch: Putting an Outsourcing Deal Back on Track	Contract terms alone are not enough to ensure well managed outsourcing relationships. Effective governance mechanisms are also needed	Danny Ertel, Kenneth Adler
Scope Change Negotiations	Reveals five causes of the write-off problem, and gives advice on implementing a holistic solution	Danny Ertel
Senior Management: Disabler or Enabler of Alliance Success?	Senior Managers often do not realize the impact they can have on the success of their companies' alliances. Read about ways to avoid common pitfalls of alliance failure and how to best enable alliance success for your company.	Stuart Kliman, Christopher Hiserman
Skills and Behaviors Required for Outsourcing Success	The right mind set and skills are required for managing complex outsourcing relationships. Learn how to adopt these skills for success.	Danny Ertel
Solving Problems and Maximizing the Joint Value in the Alliance Context	Describes how to engage in collaborative problem solving	Jonathan Hughes, Jeff Weiss
The Basics and Beyond: Relationship Management for Outsourcing Service Providers	By improving their customer relationship management capabilities, service providers can create a powerful way to stand out in the sales process	Danny Ertel, Sara Parker Enlow
The Best Alternative for Your Time	Finding time for strategic clients by saying “no” in negotiations with unprofitable clients	Danny Ertel
The Impact of a Poor Working Relationship	Vantage research revisits ten key capabilities for enabling alliance success and explores the reasons (and costs) of failure.	Jeff Weiss, Sara Keen
The Perfect Storm of Energy Nationalism: A Basic Blueprint for Major Oil Companies	Provides best practices for negotiation success within the Oil and Gas industry	Mark Gordon, Christopher Hiserman, Joseph Bubman
The Relationship Relaunch: How to Fix a Broken Alliance	Outlines how to identify and diagnose broken alliances	Jeff Weiss, Laura Judy Visioni
Three Principles for Improving Negotiated Outcomes	Developing a balanced scorecard for defining negotiation success	Jonathan Hughes, Sara Parker Enlow
Transformational Customer Partnerships: What are They? How Can a Company Create and Sustain Them?	Many companies can turn their critical customer relationships into powerful engines of growth.	Jonathan Hughes, Larraine Segil, Michael McGaughey
Uncovering Essential Practices for Buyers & Providers	U.S. firms now outsource $4 trillion each year in services. An upcoming Vantage Partners research study reveals why many of these relationships fail and what can be done about it.	Danny Ertel
Using Tools to Enable More Effective Outsourcing Relationship Management	While tools can contribute significantly to effective relationship management, organizations should take steps to avoid some common pitfalls in implementation.	Danny Ertel, Sara Parker Enlow
What is Supplier Relationship Management and Why Does It Matter?	Explores the complexities of SRM in a three-part series.	Jonathan Hughes