The Strategic Partnering Handbookis an internationally renowned how-to guide for creating successful partnerships and alliances both within and across borders. While previous editions have all been top sellers, today's rapidly changing global business environment requires a new edition featuring revised strategies coupled with current case studies and examples.
Lendrum argues that in order for businesses to grow and achieve a sustainable competitive advantage, they must develop quality relationships between customers and suppliers - both within and outside the organisation. To illustrate this point he draws on fresh case studies and research to present the many facets of modern strategic partnering.
Table of Contents:
About the authorPreface
Acknowledgments
PART 1 THE ENVIRONMENT
Chapter 1An introduction to strategic partnerships
Chapter 2Organisational structure
Chapter 3Partnerships, competitive advantage and the fit with strategy
Chapter 4Corporate culture
PART B THE STRATEGIC PARTNERING PROCESS
Chapter 5 Introduction: motivators, steps and outcomes
Chapter 6 A process for partnering/alliancing with customers and suppliers: the twelve steps
PART C THE PARTNERING AND ALLIANCE MANAGER
Chapter 8 Managing change and complexity in partnering and alliance relationships
Chapter 9 Strategic partnering and alliance managers
Chapter 7Linking measurement, performance, risk/benefit and remuneration
PART D CASE STUDIES IN STRATEGIC PARTNERING AND ALLlANCING
Case Study 1 Alcoa and Honeywell A global alliance from humble beginnings
Case Study 2 Transfield Services and Worley A tale of two companies
Case Study 3 The Sydney Water Journey A strategic 'triple bottom line' approach to relationship management
Index
About the Author :
Tony Lendrum is Director of Strategic Partnering Pty Ltd, a management consulting firm he formed in September 1994 to work specifically with organisations interested in pursuing the benefits of strategic partnering. . He has worked extensively with Australian and international organisations in both the public and private sectors, and is a regular speaker and facilitator at various management seminars and forums
