Pakkanun W. 4880364 Tatchaya C. 4980459 Sarocha C. 5080018
Phrin R. 5080292
Slide 2
Selecting the Partner Supplier Customer Professional &Trade
association Newspaper & Trade magazine Seminars &
Convention Internet Finding a Partner
Slide 3
Selecting the Partner Find a partner that: Share your values
& vision Can bring skills & experience Offer resources
& credibility Financially & functionally stable Good
business ethics Business Partner Selection
Slide 4
Selecting the Partner Trust Tolerance Cooperation Commitment
Mutuality Qualities in a Partner
Slide 5
The Alliance Framework Step6 Negotiating an Agreement Step5
Selecting the Partner Step4 Conducting Resource Fit Assessment
Step3 Approaching Potential Partners: Strategic Fit Assessment
Step2 Achieving internal Consensus Step1 Appointing the Planning
and Negotiating team Step5 Selecting the Partner
Slide 6
The Alliance Framework Step5 Selecting the Partner Which
potential partner presents the least trouble some disagreements in
Strategic Assessment Elements (SAEs), to be resolved in step 6
Final negotiations? Which potential partner provides the best match
of required resources? Which potential partner has self-selected
itself into the deal?
Slide 7
Step6 Negotiating an Agreement Step5 Selecting the Partner
Step4 Conducting Resource Fit Assessment Step3 Approaching
Potential Partners: Strategic Fit Assessment Step2 Achieving
internal Consensus Step1 Appointing the Planning and Negotiating
team The Alliance Framework
Slide 8
The strategic Fit Reconciliation Map 3 possibilities in dealing
with SAE disagreements 1. Agree with the partners position 2.
Convince the partner to agree to your position 3. Develop a
compromise between the two positions
Slide 9
Strategic Fit Reconciliation Map Strategic Assessment Element
(SAE) Our Firms Position Partner 1Partner 2Partner 3 Our Objectives
Their Objectives Our Roles Their Roles Our Overall Resources Their
Overall Resources Boundaries Market Model Strategic Exclusivity
Intersections Note: Symbol meaning OK = The partner accepts our
position on the SAE. ? = We have a disagreement and are unsure of
the resolution. The strategic Fit Reconciliation Map
Slide 10
Pet Food Company Alliance to incorporate novel nutrition
ingredients into its pet foods Trying to find the best selected
partners between company A and Company B The goal: to jointly
develop a series of new products with a biotechnology firm Adding
the biotechnology firms nutritional ingredients to the pet food
companys existing product lines and distribute the improved
products through its distribution
Slide 11
Following Step 3: Strategic Fit Assessment Objectives: The pet
food firm will establish and maintain its reputation for innovation
through sole branding of any jointly developed product. Market
Model: The customers will see the pet food company brand, not the
biotechnology companys brand, on the product. Market Model: Any
jointly developed product will be cobranded. The Pet Food
CompanyCompany A
Slide 12
The pet food company Strategic Exclusivity Element: The pet
food firm will have global, perpetual, and sole rights to use the
partners novel nutrients in pet food. Company B Strategic
Exclusivity Element: Company B will give the pet food firm a one-
year exclusive right to use the nutrient, after which company B
will be free to provide licenses to others. Following Step 3:
Strategic Fit Assessment The Pet Food CompanyCompany B
Slide 13
Strategic Fit Reconciliation Map for Pet Food Alliance after
Step 3 SAEPet Food Company Position Company A Company B Our
ObjectivesSole brand? (cobranded) OK Market ModelSole brand?
(cobranded) OK Strategic Exclusivity Exclusive rights OK? (one-year
head start) OK = The partner accepts our position on the SAE. ? =
We have a disagreement and unsure of the resolution. Strategic Fit
Reconciliation Map for Pet Food Alliance after Step 3
Slide 14
Resolving the Disagreements Looping back to the our objectives
statements of step2 and other relevant elements. Challenged the
original thinking with the new information. For example, Is sole
branding necessary? Can the pet food company label the products as
jointly developed with company A and still achieve its marketplace
objective? Will a one-year head start allow the pet food firm to
establish a strong enough foothold in the marketplace to fend off
the competition? Step6 Negotiating an Agreement Step5 Selecting the
Partner Step4 Conducting Resource Fit Assessment Step3 Approaching
Potential Partners: Strategic Fit Assessment Step2 Achieving
internal Consensus Step1 Appointing the Planning and Negotiating
team
Slide 15
Strategic fit Reconciliation Map for Pet Food Alliance after
loop-back through step 2 SAEPet Food Company Position Company
ACompany B Our ObjectivesSole brandOK Market ModelSole brandOK
Strategic ExclusivityExclusive rightsOKX OK = The partner accepts
our position on the SAE. = We have a disagreement, but the partners
position is acceptable to us. X = We have a disagreement and cannot
accept the partners position.
Slide 16
Resource Fit Reconciliation Map Key ResourceCompany A Company B
Ability to contribute to joint development of products based on
preexisting nutrients OKOK+ Ability to provide technical support
for jointly developed products OK Ability to develop future
nutrients OK+ OK+ = The partners resources are outstanding and
complementary to ours. OK = The partners resources are satisfactory
and complementary to ours.
Slide 17
Selecting the Partner When a firms people self selected
themselves into the deal, the energy comes from self-motivation is
tangible and translates into positive alliance results.
Self-motivation is critical to success. How did you assess the
self-motivation of the partner in your last alliance Self
selection: Intangible factor in partner selection
Slide 18
Selecting the Partner The Multiple Partner Option Sometimes,
there are more choices qualified for alliance framework Step 2,3
and 4 negotiation can create multiple relationships with many
companies. As the result Batelles MicroCats Alliance
Slide 19
Selecting the Partner Use strategic fit reconciliation map and
resource fit reconciliation map to compare result of step 3 and 4
among potential partners Include motivation assessment as a partner
selection area Loop back to step 2 to reassess your position in
light of new information Select the best partner or moving ahead to
step 6 Look back to step 3 and 4 for possible interpartner
conflicts before step up to step 6 Tip for completing step 5 in
alliance framework Step6 Negotiating an Agreement Step5 Selecting
the Partner Step4 Conducting Resource Fit Assessment Step3
Approaching Potential Partners: Strategic Fit Assessment Step2
Achieving internal Consensus Step1 Appointing the Planning and
Negotiating team