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Navigating the Partnership Maze: Creating Alliances That Work, by Sarah Gerdes
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A road map to building successful partnerships between companies of all sizes
In Navigating the Partnership Maze, Sarah Gerdes explains AllianceMapping and shows how firms of any size can use it to research, plan, and build strong, mutually beneficial partnerships in half the time and at a fraction of the cost of traditional approaches. Written for the executive, entrepreneur, or small business owner on the move, this guide walks readers through each step of the AllianceMapping process in a series of quicktake chapters, complete with bullet points, checklists, eye-opening graphics, and ready-to-use templates. From obtaining a distribution agreement with HBO to forging a joint venture with Intel, Gerdes outlines the precise path for achieving each kind of deal, driving home her points with fascinating case studies supplied by senior staff members at Microsoft, KPMG, American Express, Chevron Ventures, Fortune magazine, eWeek magazine, and other prestigious companies.
- Sales Rank: #3470312 in Books
- Published on: 2002-10-17
- Original language: English
- Number of items: 1
- Dimensions: 9.10" h x .95" w x 6.20" l, 1.10 pounds
- Binding: Hardcover
- 272 pages
Review
"Gerdes has developed AllianceMapping™, by which companies can match their key attributes with those of potential partners. A great resource." -- PBS Moneyhunt, Cliff Encino, host, November 7, 2002
"I have given every member of our executive team and board a copy of this book it's that good." -- Ann Simpson, President and editor, GenerousBooks
"I love it. This is the best book about partnerships I've encountered, and for the software industry it's required reading." -- Bruce Hadley, founder and editor, SoftwareCEO.com
"I love it. This is the best book about partnerships I've encountered for the software industry. It’s required reading." -- SoftwareCEO, Bruce Hadley, editor, November 4, 2002
"Sarah Gerdes knows exactly how to make sure a company's most strategic relationships don't fall apart." -- Jeffrey Tarter, editor, Softletter
From the Back Cover
A Field-Proven Guidebook for Locating--and Forging a Win-Win Deal with--Your Company's Ideal Business Partner
"Undergoing four major transactions in the last six years, it has often seemed as if our core competency at MBE was executing partnerships. Having Sarah Gerdes' navigational guide available would have made the complex much more simple. A must read for every CEO or deal maker."--Jim Amos, founder and CEO, Mail Boxes Etc.
"A perfect title for this easy to read lexicon on the strategic alliance phenomenon that has gripped commerce worldwide. Insightful and a gem of an overview that will do much to maximize the value of your enterprise."--U. Gary Charlwood, Chairman & CEO, Uniglobe Travel (International) Inc.
"This is a must-read for every CEO or venture investor. Maximizing the value of business partnerships is not well understood, at least not until Sarah Gerdes' new book, which makes a complex concept simple. Partnerships are the way to leverage your organization and maximize your stock price."--Rick Rickertson, COO, Thayer Capital
"Intuitively written following an "Order of Action" approach, Navigating the Partnership Maze provides both the "to do list" and the "tool kit" for any manager hoping to evolve their business through alliances. The clear and manageable framework Gerdes describes makes this book required reading and one I hope my competitors miss."--Jim Weisfield, President and C.E.O, Expo Management, LLC.
"I couldn't put this book down... Every chapter is filled with insightful ideas, explicit examples, and thought-provoking details. It is a book for both the novice and experienced executive... It is for anyone who lacks the background, expertise and/or financial support to create this most strategic weapon. After reading this book, I am now armed with the extensive knowledge of an expert and can make smart decisions about when to partner, when not to partner, and how to partner. Thank you for teaching us how to do this!"--Elizabeth T. Miller, Ph.D., CEO DatStat Inc
"Whether you run a startup or a major corporation, Navigating the Partnership Maze will multiply your ideas about possible routes for growth, and provide you in-depth guides and maps for every step of the journey. Ms. Gerdes' delineates both the issues and the details relevant at each stage, and includes excellent tools for dealing with both. This book will become required business school reading!"--Penny Harger, Executive Director, Northwest Forum For Women Entrepreneurs
- Partnerships account for 40 percent of the revenues in North American companies
- Partnerships account for 60 percent of revenues in companies outside North America
- Since 1980, the number of partnerships worldwide has more than quadrupled
Partnering has become one of today's best strategies for augmenting competitive prospects--and increasing shareholder wealth--for companies of any size in any industry. Navigating the Partnership Maze is a step-by-step directory of the steps and processes decision-makers need to research, plan, and build partnerships that are strong, mutually beneficial, and focused on the bottom line.
From the AllianceMapping partner selection tool to guidance on structuring airtight final partnering agreements, this all-in-one resource gives you everything you need to establish partnerships in half the time and at a fraction of the cost of traditional approaches. It explains the points which must be addressed to achieve success in any partnership deal, including:
- Trends, pitfalls, required resources, and more for specific types of partnerships
- Strategies for ensuring that your company's management allocates sufficient money and resources
- Techniques for quickly gaining access to the correct decision-maker in a target company
- Examples and guidelines for creating and presenting a viable, persuasive proposal
- Stages in the partner development lifecycle, and resources generally required for each
- Types of partner agreements, and how to select and structure one to best serve your needs
- Models, graphics, and tables to illustrate and clarify key points
Lack of a legitimate partner strategy is the number one reason new business plans fail to generate funding. For those who secure funding without having to formulate a partnering strategy, success is far more difficult to achieve--and failure far more likely. Navigating the Partnership Maze transforms the process of seeking a partner from a random coin-flip to a consistent, replicable process. It provides you with the fundamentals of choosing the right partner, methods to create a mutually beneficial and bankable relationship, and guidelines to sustain that relationship--for increased market penetration and enhanced shareholder value over the long term.
About the Author
Sarah Gerdes is the founder and CEO of Business Marketing Group, Inc. (BMG), the firm that established outsourced partner development as a unique consulting category. A recognized expert in her field, she has been profiled in Fortune, Inc., The Economist, Entrepreneur, Working Woman, and other top business journals
Most helpful customer reviews
7 of 9 people found the following review helpful.
Credible reviews
By B. Itanz
I don't know who the brain surgeons are that posted the last 2 reviews, but they are clearly people who haven't read fortune magazine, possibly live under a rock, or have a personal beef with Ms. Gerdes; regardless they clearly can't spell or write in comprehensible grammer, thus anyone basing an opinion upon these reviews would be foolish.
Ms. Gerdes' references to Uniglobe, Network Appliance, and a whole host of companies are very real. For the brain dead that wrote the last two reviews lacking any substance, perhaps you should spend the money to purchase periodicals that highlight NetApp as one of the best places to work - it is a real company. Further, the last time I checked people like Gary Charlwood (Uniglobe) and Dan Warmenhoven (NetApp) are real, very successful CEOs that clearly contributed to the book.
For anyone else that questions the value of this book, do as I did, go to a book story (local store, etc.) and read the 1st chapter or 2 for free OR read any of the excerps that have been published online. You'll find that Ms. Gerdes has done more with this one book to outline the realities behind alliances and how to be successful therein than anyone else in the industry. Our company owns several copies now and it is manadatory reading.
It is a shame that people like the last 2 provide so little depth in their analysis of the book, yet have such scathing things to say. Experience tells any savvy business professional that the world is full of people that complain, yet have no answers or value to add of their own. Hopefully review boards like this one will police themselves and discourage people that add no value from contributing garbage.
2 of 4 people found the following review helpful.
Maybe I'm old fashioned
By Bill Harguindenguy
But I liked this book. I liked the examples, could easily follow the logic and thought the sections on managing executives was great (managing the fear factor chpt 3). Gerdes tells it like it is at the management level when it comes to supporting partnerships-but the best part is she details how to address each and every concern about a partnership-from four different vantage points.
The section on partner ranking is both funny and unnerving. (See what they said versus what they meant chapter 6). I've heard a lot of these statements or variations, and now in hindsight, completely agree with Gerdes' translations. I only wish she would have done this type of jargon translations for each and every type of partner development meeting, but in fairness, she does do it for two of the three phases she describes in chapter 6.
I also would have liked her to spend more time going through a few of the models, but at least the book has enough examples to get the point across on how to use them for both a service and product company. As ours has both, it was invaluable that the services part was included. Most (all?) books typically cover product-based companies only, and forget the rest of us who make a living selling services.
4 of 5 people found the following review helpful.
Perfect timing
By Elizabeth Scott
This book came out at just the right time for me. Recently laid off, I've had to look at other creative ways to earn a living using my experience in the retail products market. This book has the best examples of people who also started in one career and are now in something entirely different. I'd never heard of a facilities partnership (to get rent for free), or that a land partnership with municipal governments was possible (to share (to get land for free or on good terms) or even considered partnering with local coffee shops for a marketing partnership (to get free branding and distribution). Each of these examples are carried throughout the book so I could follow the process. Most importantly for me, none of the individuals creating the partnership had any previous experience. That alone gave me the confidence I need to start my own venture,and have success with something as intimidating sounding as a partnership.
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