The Future of Work: Winning With a Flexible Workforce

Digital disruption and the changing nature of the workforce offer companies a unique opportunity—one that requires them to think about talent in radically new ways. To capitalize on this new world of work, organizations need to embrace a broad new set of mindsets and capabilities.

Harvard Business Review: Simple Rules for Making Alliances Work

Corporate alliances are growing in number—by about 25% a year—and account for up to a third of revenues and value at many companies. Yet some 60% to 70% of them fail. What is going wrong?

The Reinvention of Procurement

Procurement is at an inflection point. For many leading companies, procurement has been transformed into a linchpin of enterprise strategy.

Better Skills, Better Partnering

Although the pharmaceutical industry has been quick to embrace the value of partnerships and the subsequent improved access to new business opportunities, initially many companies did not fully understand what it really takes to be successful at alliance partnering.

Creating Alignment in Healthcare Collaborations: Effective Approaches

Healthcare organizations are increasingly entering into new partnerships - whether merging with or acquiring other hospitals or creating new affiliations.

Cultivating Trusted Advisor Relationships as Sales Professionals

In recent years, the phrase “trusted advisor” has become somewhat of a buzzword, and in many situations is used synonymously with having a good relationship with clients.

The New Alliance Launch Process

Organizations only have one chance to set up an alliance correctly. Stakes are high: companies commit significant resources to alliance deals that are central components of their long-term strategies.

You Say you Want Collaboration?

Well, those weren’t quite John Lennon’s exact words, but as customers are increasingly looking to engage in a more collaborative and strategic way with their key suppliers, in some ways it’s nothing short of a “revolution.”

The Unique Alliance Management Needs of Pharma Option Deals

As pharmaceutical and mid-sized biotech companies increasingly seek to enhance their pipelines through externalized relationships, the option deal—typically with a smaller biotech—has become an increasingly popular contract structure

Challenging the Incumbent

Successfully challenging an incumbent requires a thorough understanding of the customer's underlying needs and concerns - which in turn requires persistence, patience, and open inquiry.

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