Business alliances: how to find a good partner
by Paul M. Holohan
International Journal of Business Performance Management (IJBPM), Vol. 1, No. 1, 1998

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.

Online publication date: Fri, 21-May-2004

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