SEEC Masters Certificate in Strategic Alliance Management

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MESSAGE FROM THE PROGRAM DIRECTORS The number of strategic alliances grows by 25% each year and for many leading companies, alliances account for nearly 33% of revenue and market value. Nancy Teodoro Our Masters Certificate in Strategic Alliance Management will equip you to bring that same level of alliance success Bryan Reid to your organization. Nowhere else can you obtain the range of skills needed to evaluate strategic partners, structure alliances, manage their lifecycles and resolve challenges. No matter what industry you work in, your management career will benefit tremendously from improving your ability to identify, establish and manage strategic alliance opportunities. Put yourself and your company on the cutting edge of this rapidly developing field by seizing this unique opportunity to master alliance best practices. See you in class. P R O G R A M D E S C R I P T I O N S INTRODUCTORY TRACK Introduction to Alliance Management We begin by defining alliance management and the types of alliances and their unique features and success factors. Cross-industry case studies demonstrate the importance of trust and communication. DAY 1: Understand the prevalence of alliances and consider reasons for their success or failure. ■ Discover the many different types of alliances and discuss why companies form alliances ■ Define the basic elements and stages of alliance management ■ Discuss why strategic alliances succeed or fail and learn from the real-life alliance experiences of our expert cross-industry panel DAY 2: Examine the critical role of human interaction in alliances. ■ Explore the alliance capability framework and alliance success factors that form the basis of the program Nancy Teodoro, CA-AM Program Director Masters Certificate in Strategic Alliance Management Schulich Executive Education Centre Schulich School of Business, York University ■ ■ Contrast competitive and collaborative behaviour in the context of business relationships Understand the importance of communication, commitment and trust to alliance success DAY 3: Explore how alliances work and develop a plan for creating one. Bryan Reid, CA-AM Program Director Masters Certificate in Strategic Alliance Management Schulich Executive Education Centre Schulich School of Business, York University ■ ■ ■ Discover the unique challenges and success factors for go-to-market, R&D, supply chain and outsourcing alliances Understand the impact of competitive pressures, power and size imbalances and cross-cultural issues Apply new knowledge to create an effective alliance business development plan 4
MANAGERIAL TRACK Individual Alliance Governance and Alliance Group Leadership Master the management of multiple alliances by building problem-solving and negotiation skills and analyzing models of alliance governance. Learn the art of managing alliance personnel. STRATEGIC TRACK Strategy-Driven Alliance Management Learn why and how to leverage alliances to achieve strategic imperatives. Acquire the tools to manage alliances and alliance networks holistically. DAY 4: Examine the importance of aligning partnerships with corporate strategies. ■ Discover the significance of aligning alliances with corporate and partner strategies ■ Learn to analyze alliance value and optimally allocate resources across an alliance portfolio ■ Discover how to build a value proposition, consider opportunities and profile and choose alliance partners DAY 5: Explore internal alliance organizational structures, including responsibilities of personnel. ■ Examine alternative structures for alliance management and understand how leading organizations evolve their alliance programs over time ■ Study individual roles, accountabilities and reporting lines essential to a healthy alliance management program ■ Consider factors that help or hinder change in alliance structure and address internal alignment challenges DAY 6: Appreciate the value of partner ecosystems. ■ Analyze alliance ecosystems: value chain, industry and cross-industry networks ■ Discuss the data and tools required to create and assess a partner ecosystem map ■ Leverage your knowledge of alliance ecosystems to maximize strategic decision-making DAY 7: Establish the critical importance of negotiations to alliance success. ■ ■ ■ Explore assumptions about negotiations and problem solving: what works and what doesn’t, and why Practice using the seven elements of negotiation and joint problem-solving throughout the alliance lifecycle Review strategies for dealing with power imbalances and competitive tensions in alliance negotiations DAY 8: Accelerate alliance results with effective governance and alliance group leadership. ■ Examine and implement governance models for different partnership types ■ Discuss alliance governance methods that work – and those that don’t ■ Discover the importance of understanding your alliance partner’s business and develop a joint business plan DAY 9: Discover the keys to creating a high-performance alliance team. ■ Understand key management and executive roles in an alliance and learn to recruit, motivate and evaluate alliance managers ■ Explore the design and implementation of alliance management programs: segment alliances, blueprint your organization’s approach to management and build enhanced alliance capability ■ Discuss why companies haven’t made alliance management an organizational capability and share advice on how to fill this void HOW TO RESERVE YOUR PLACE: Complete the program registration form and fax to the Schulich Executive Education Centre at 416.736.5689 or register online at www.seec.schulich.yorku.ca. If you have questions pertaining to the program content, please call 416.736.5079, toll-free 1.800.667.9380, or e-mail execinfo@schulich.yorku.ca. 5
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SEEC Masters Certificate in Strategic Alliance Management

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