Publisher's Synopsis
Nationally-recognized partnership expert Sarah Gerdes has developed a unique approach to creating business partnerships that work. Called AllianceMapping, her approach has been adopted by IBM, Microsoft, Hewlett Packard, Sony, Bank of America, and dozens of other companies -- with impressive results. Using Alliance Mapping, these companies have been able to shave hundreds of hours and tens of thousands of dollars from what can be an arduous and very risky process and established investment, distribution, joint development, and marketing agreements with outstanding results. Why does AllianceMapping work? Because it is a proven, systematic approach to navigating the complicated maze that leads to profitable partnership relationships. From identifying potential partners to structuring partner agreements to negotiating partnership contracts and evaluating partner performance, the AllianceMapping process serves as a roadmap that guides partners step-by-step along the path to successful and profitable partnership arrangements.;Navigating the Maze shows how to put AllianceMapping to work, whether you want to create a partnership between companies of two people or companies of 2,000, whatever your industry, product, or geographic location, local or global. Want a distribution arrangement with HBO? A content deal with Disney? A licensing arrangement with Marriott Hotels? Navigating the Maze shows how to: - Find the right partner - Create a partner plan - Pitch your business development presentation - Perform due diligence - Structure partner agreements - Negotiate partnership contracts - Make the partnership work from the start Navigating the Maze features interviews, examples, and case studies from a variety of sources, including David Kirkpatrick, Senior Editor at Fortune Magazine; Maria Seminario, Senior Writer at eWeek Magazine; Steve Balmer, president of Microsoft; Bob Crow, director of alliances at KPMG; Dan Paul, president of Chevron Ventures; Brian Benevidez, vice president of corporate investments at American Express, and many more.
