Training Course Overview

This program provides the detailed drill-down into all the processes, rationales, and specific terms that define high-level business alliances – including markets, intellectual property, financial remuneration, legal structures, implementation logistics, technology, senior management and functional operational capabilities. Great alliances don’t happen by accident. Learn the concepts, process flow, and deal structure nuances to engage other companies and organizations in mutually beneficial ways to expand business opportunities in local, regional, national and global settings.

It’s always intriguing to read about a world-class strategic partnership that opened up a new product market, a technology joint venture that launched a dynamic service platform, or a 3-company consortium that leveraged complementary intellectual property to deliver a break-through industry application. Who initiates these alliances? How are the terms and structures decided? And what drives the proposal process to result in the final deal format? When is the best time to approach a potential ally and how does a win-win value proposition get agreed to? Are companies just lucky to be in the right place at the right time, or is there a systematic way to develop, analyze, and execute a successful strategic partnership, joint venture, or consortium? And how would you reply to a firm approaching your business or organization about entering into a formal alliance?

Training Course Objectives

By the end of this training course, you will be able to:

  • Strategically map external sectors, industries, markets and segments
  • Assess your functional capabilities, strategic needs and offerings
  • Develop a new alliance proposal for your firm or organization
  • Produce a strategic map of prospective allies and potential deals
  • Analyze and rank-order “best” alliance opportunities
  • Design a compelling value proposition for a proposed alliance
  • Explain the benefits and costs of different deal structures
  • Develop an execution plan for a proposed alliance

Designed For

This training course is suitable to a wide range of professionals but will greatly benefit:

  • New Business Development and Market Development professionals
  • Financial Managers
  • Strategy Managers
  • Corporate Boards/Directors
  • Senior Executives
  • R+D/Product Managers

The Course Outline

Amongst a wide range of valuable topics, the following will be prioritised:

  • Tangible vs. Intangible Product-Service IP-Mapping
  • Legal structures and Contractual Components of Deal Formats
  • Common and Diverse Product-Service Platforms and Extensions
  • Capital Access, Costs of Capital, and Economies of Scale
  • Growth-Share / Market Stage Parameters [Boston Consulting Group, Arthur Little and Ansoff matrices]
  • Deal Terms, Schedule-Timing, Management and Strategic Objective
  • Royalties, Licensing, Revenue-Share, Cost-Share and Equity-Share
  • External: Sector, Industry & Market
  • Value-Chain Vertical and Horizontal Integration Stages
  • Synergies and Complementarity vs. Diversification

The Certification

  • Certificate of Completion will be provided to delegates who attend and complete the course

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