1. Creating and Managing Strategic Alliances Gene Slowinski, Ph.D. Director, Strategic Alliance Research Rutgers University & Alliance Management Group, Inc. www.strategicalliance.com (908) 234-2344

2. Creating and Managing Strategic Alliances The strategic use of alliances Best practices for building successful alliances –Alliance Framework – planning and structuring –Alliance Implementation Program - implementing

3. The Strategic Use of Alliances The Traditional Model IBM HP/Compaq

4. The Strategic Use of Alliances The Network Model IBMHP/Compaq

5. The Strategic Use of Alliances A Strategic Approach to the Erythropoetin Market: Chugai Corporation Genetics Institute R&D Chugai Manufacturing Pharmacia Name Recognition Distribution

6. Competitive Positioning How Wall Street will value a firm’s portfolio of alliances Biotech Bioinformatics Global Channel Partners E-commerce Merck Pfizer Ortho GlaxoSmithKline

7. Creating and Managing Strategic Alliances The strategic use of alliances Best practices for building successful alliances –Alliance Framework – planning and structuring –Alliance Implementation Program - implementing

8. Alliance Framework SM A rigorous process for planning and negotiating an alliance. Goal is to develop a high quality deal quickly or, to understand that a deal is not possible... quickly. Requires internal commitment from all key internal stakeholders (anyone with a budgetable resource). Accelerates implementation because implementers are part of the Alliance Framework team. Works best when both firms use the process.

9. Why Alliances go bad ! Company ACompany B

10. Alliance Framework Elements Summary of business plan Objectives Roles Resources Boundary conditions Complete market model Exclusivity Intersections Intellectual property Financial distribution model Joint management processes Term and termination Strategic Fit Elements:

12. Creating and Managing Strategic Alliances The strategic use of alliances Best practices for building successful alliances –Alliance Framework – planning and structuring –Alliance Implementation Program – implementing – Joint negotiators presentation –Decision making analysis –Conflict resolution

13. Business Development Presentation Team member – Company A

14. Business Development Presentation Team member – Company B

15. Creating and Managing Strategic Alliances The strategic use of alliances Best practices for building successful alliances –Alliance Framework – planning and structuring –Alliance Implementation Program – implementing – Joint negotiators presentation –Decision making analysis –Conflict resolution

16. Decision Making Analysis Copyright © 2003 Alliance Management Group all rights reserved. These materials may not be reproduced or distributed in any manner without the express written permission of the Alliance Management Group. How are decisions made in your company?

17. Creating and Managing Strategic Alliances The strategic use of alliances Best practices for building successful alliances –Alliance Framework – planning and structuring –Alliance Implementation Program – implementing – Joint negotiators presentation –Decision making analysis –Conflict resolution

18. Anatomy of an Alliance The Early Days Company A X Functional team Company B X Functional team

19. Anatomy of an Alliance Mature alliance Company A X Functional team Company B X Functional team Alliances are a cascade of covenants between people. These covenants are dynamic and complex.

20. Expectation Mapping Worksheet Copyright © 2003 Alliance Management Group all rights reserved. These materials may not be reproduced or distributed in any manner without the express written permission of the Alliance Management Group. With what priority? Which tasks will be done cooperatively with me? E D C B A What tasks am I expected to perform?

21. Expectation Mapping Worksheet Copyright © 2003 Alliance Management Group all rights reserved. These materials may not be reproduced or distributed in any manner without the express written permission of the Alliance Management Group. With what priority? Which tasks will be done cooperatively with me? E D C B A What tasks will my counterpart perform?

22. Thank You !