Title: Business alliances: how to find a good partner

Authors: Paul M. Holohan

Addresses: The New House, Church Farm, Houghton-on-the-Hill, Leicestershire, LE7 9HE, UK

Abstract: The rapid emergence of strategic collaborations is evident everywhere. A look at the top companies around the world illustrates the increasing importance of the collaborative mind-set. Companies are expanding and deepening existing relationships and entering into new, more entrepreneurial alliances. Choosing the right partner remains a vital ingredient of successful alliances. No legal document can provide a framework for success without trust and understanding between the partners. According to a survey of 455 CEOs, the most important factor in designing a strategic alliance is the selection of the right partner (chosen by 75% of the CEOs). This paper should help the reader with this process and offers opinions, experiences, structures and evidence in pursuit of a solution to this issue.

Keywords: business alliance; alliance; strategic alliance; joint venture; collaboration; partnering.

DOI: 10.1504/IJBPM.1998.004546

International Journal of Business Performance Management, 1998 Vol.1 No.1, pp.79 - 89

Published online: 13 May 2004 *

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