Strategic Partnering Handbook

Contents
About the author ......................................................... v
Preface ........................................................................ ix
Acknowledgments......................................................... xiii
PART A THE ENVIRONMENT ............................................. 1
Chapter 1 An introduction to strategic partnerships ...................... 3
Chapter 2 Organisational structure ............................................... 65
Chapter 3 Partnerships, competitive advantage and the fit with
strategy ....................................................................... 99
Chapter 4 Corporate culture ........................................................ 125
PART B THE STRATEGIC PARTNERING PROCESS ....... 141
Chapter 5 Introduction: motivators, steps and outcomes ............... 143
Chapter 6 A process for partnering/alliancing with customers
and suppliers: the twelve steps ..................................... 158
¦ Selecting a partner ................................................... 159
¦ Reviewing internal relationships ............................... 188
¦ Reviewing process/progress with partner
and sharing information ........................................... 203
¦ Requirements analysis (present and future) ............... 227
¦ Meeting requirements In Full On Time to
A1 specification (IFOTA1) ........................................ 240
—The quick fix ...................................................... 240
—Quality solutions .................................................. 243
¦ Selecting and/or reviewing partnering/alliance
team members and team performance ...................... 248
¦ Site visits (customers and suppliers) ......................... 265
¦ Reviewing and implementing customer/supplier
skills requirements ................................................... 271
¦ Reviewing supplier relationships upstream .............. 276
vii
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¦ Technology requirements (current and future) ......... 289
¦ Reviewing inter- and intra-partner networks ............. 300
¦ Developing, implementing and reviewing the
strategy/action plan .................................................. 308
Chapter 7 Linking measurement, performance, risk/benefit and
remuneration ............................................................... 316
PART C THE PARTNERING AND ALLIANCE MANAGER .. 351
Chapter 8 Managing change and complexity in partnering
and alliance relationships ............................................. 353
Chapter 9 Strategic partnering and alliance managers ................... 365
PART D CASE STUDIES IN STRATEGIC PARTNERING
AND ALLIANCING ................................................. 387
Case Study 1 Alcoa and Honeywell
A global alliance from humble beginnings .................... 389
Case Study 2 Transfield Services and Worley
A tale of two companies ............................................... 401
Case Study 3 The Sydney Water Journey
A strategic ‘triple bottom line’ approach to
relationship management ............................................. 426
Index .................................................................................................. 463

The Strategic Partnering Handbook is an internationally renowned how-to guide for creating successful partnerships and alliances both within and across borders. While previous editions have all been top sellers, today's rapidly changing global business environment requires a new edition featuring revised strategies coupled with current case studies and examples. Lendrum argues that in order for businesses to grow and achieve a sustainable competitive advantage, they must develop quality relationships between customers and suppliers - both within and outside the organisation. To illustrate this point he draws on fresh case studies and research to present the many facets of modern strategic partnering.