Which Metrics Matter? High-Performing Alliances Keep a Close Eye on the Strategic Intent of the Partnership By Norma Watenpaugh, CSAP
When you ask an alliance manager which metrics matter, more often than not you will hear some version of â€œrevenue, revenue, and revenue.â€? Yet many businesses have moved to a more holistic view of measuring value. The balanced scorecard (see article, page 18) has been widely adopted as a method of looking at not only financials, but strategic, tactical, and operational performance, as well as intangibles that contribute to the capacity to generate value. A single metric cannot give you the insight necessary to manage all the ingredients required to sustain a successful alliance.
Non ASAP Member Limited Edition, Q3, 2011