1 / 19

Pakkanun W. 4880364 Tatchaya C. 4980459 Sarocha C. 5080018 Phrin R. 5080292

Selecting the Partner. Pakkanun W. 4880364 Tatchaya C. 4980459 Sarocha C. 5080018 Phrin R. 5080292. Finding a Partner. Supplier Customer Professional &Trade association Newspaper & Trade magazine Seminars & Convention Internet. Business Partner Selection .

enye
Download Presentation

Pakkanun W. 4880364 Tatchaya C. 4980459 Sarocha C. 5080018 Phrin R. 5080292

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Selecting the Partner Pakkanun W. 4880364 Tatchaya C. 4980459 Sarocha C. 5080018 Phrin R. 5080292

  2. Finding a Partner • Supplier • Customer • Professional &Trade association • Newspaper & Trade magazine • Seminars & Convention • Internet

  3. Business Partner Selection • Find a partner that: • Share your values & vision • Can bring skills & experience • Offer resources & credibility • Financially & functionally stable • Good business ethics

  4. Qualities in a Partner • Trust • Tolerance • Cooperation • Commitment • Mutuality

  5. The Alliance Framework

  6. The Alliance Framework 3Issues • 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?

  7. The Alliance Framework

  8. The strategic Fit Reconciliation Map 3 possibilities in dealing with SAE disagreements 1. Agree with the partner’s position 2. Convince the partner to agree to your position 3. Develop a compromise between the two positions

  9. Strategic Fit Reconciliation Map The strategic Fit Reconciliation Map Note: Symbol meaning OK = The partner accepts our position on the SAE. ? = We have a disagreement and are unsure of the resolution.

  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 firm’s nutritional ingredients to the pet food company’s existing product lines and distribute the improved products through its distribution

  11. The Pet Food Company Company A 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 company’s brand, on the product.” Market Model: “Any jointly developed product will be cobranded.”

  12. Following Step 3: Strategic Fit Assessment Company B The Pet Food Company Company B The pet food company Strategic Exclusivity Element: “The pet food firm will have global, perpetual, and sole rights to use the partner’s novel nutrients in pet food.” 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.”

  13. Strategic Fit Reconciliation Map for Pet Food Alliance after Step 3 Strategic Fit Reconciliation Map for Pet Food Alliance after Step 3 OK = The partner accepts our position on the SAE. ? = We have a disagreement and unsure of the resolution.

  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?

  15. Strategic fit Reconciliation Map for Pet Food Alliance after loop-back through step 2 OK = The partner accepts our position on the SAE. • = We have a disagreement, but the partner’s position is acceptable to us. X = We have a disagreement and cannot accept the partner’s position.

  16. Resource Fit Reconciliation Map OK+ = The partner’s resources are outstanding and complementary to ours. OK = The partner’s resources are satisfactory and complementary to ours.

  17. Self selection: Intangible factor in partner selection • When a firm’s 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”

  18. 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 Batelle’sMicroCats Alliance

  19. 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

More Related