Cayenne Consulting

How is that Strategic Alliance Working Out?

How is that Strategic Alliance Working Out?

If you answered that question, “not so great” you are not alone. Strategic alliances (often referred to as partnerships) can be very effective ways to achieve a goal or goals that you might not be able to achieve on your own, but they do not always work. Before we tell you why they are difficult to execute and how you can make them work better for you, let’s take a look at what a strategic alliance is and how you can use them.

A strategic alliance happens when your company and another company enter into an agreement to do something together. That “something” is more than likely something that you or the other guy cannot do on you own or cannot do as fast on your own or don’t want to do on your own or are afraid to do on your own.

Examples include:

Let’s say that you and a potential strategic partner sit down over a beer and decide that, for whatever reason, a strategic alliance might be a good idea for both companies. What is the first step? Our advice is to negotiate a term sheet to summarize the most important aspects of the relationship.

A term sheet simply allows you and your potential partners to:

If, after you have prepared the term sheet, you and your potential partner still think that the alliance is a good idea, the next step before you ask one of your lawyers to write an agreement is to prepare a business plan. Why will you need a business plan? Because at this point you may have some idea where you want to go, but you have no idea how you are going to get there. And, of course now that you and your partner have hatched this great idea, don’t you think it would be a good idea to communicate the specifics of the alliance to your employees, bankers, investors, and other stakeholders? That’s why.

Your business plan will allow you to:

At the beginning of this piece we suggested that strategic alliances don’t often work out too well. Often, that’s because the joint venture didn’t have a feasible business plan. So before you sign a deal, make sure you first undertake a thorough planning process.

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