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Page 6

Quarter 3, 2011

The magazine of the Association of Strategic Alliance Professionals

in this issue 18 n ALLIANCE metrics

AN ASAP MEDIA PUBLICATION www.ASAPmedia.org www.strategic-alliances.org EDITORIAL TEAM Art Canter, Executive Publisher 781-562-1630 ext. 201 acanter@strategic-alliances.org John W. DeWitt, Publisher 646-232-6620 jdewitt@ASAPmedia.org Jon Lavietes, Editorial Director 415-572-4408 jlavietes@ASAPmedia.org Michael Burke, Editor-in-Chief 413-345-1624 mburke@ASAPmedia.org Greg Caulton, Creative Director 413-461-7096 gcaulton@ASAPmedia.org Matthew Wimmer, Design and Online Media Manager 774-316-0916 mwimmer@ASAPmedia.org

Keeping Score on Alliance Metrics

The Balanced Scorecard Gives Alliance Managers a Dashboard to Measure Alliance Success | By Michael Burke

The Balanced Scorecard is being increasingly relied upon to keep abreast of all of an alliance’s tangible and intangible metrics and goals. It ensures an alliance stays on the road to achieving overarching company goals and uncovers potential obstacles before they can thwart an alliance completely.

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n COVER STORY

Measuring Alliance Management: Quantify Your Value by Showing How You Mitigate Risk and Solve Problems

Alliance Teams Need to Move Away from Subjective Relationship-Oriented Criteria in Developing New Success Metrics By David S. Thompson, CA-AM; Steven E. Twait, CSAP; and Kim R. Fill, CSAP

Alliance management teams looking to demonstrate their overall value need to focus less on the success of the relational elements of their partnerships and more on factors that impact the bottom line directly. By treating all stakeholders as clients and quantifying the risk mitigation and problem solving achievements of its ventures, alliance management can demonstrate its unique concrete contributions to company success.

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n ALLIANCE metrics

Which Metrics Matter?

High-Performing Alliances Keep a Close Eye on the Strategic Intent of the Partnership | By Norma Watenpaugh, CSAP

According to a Phoenix Consulting Group survey, 87 percent of high-tech alliances are judged by the revenue they create. While revenue was universally tracked in both flourishing and floundering alliances, this same study found that performers tracked metrics that non-performers overlooked. Š Copyright 2011 Association of Strategic Alliance Professionals. All Rights Reserved.

Strategic Alliance Magazine

Profile for ASAP

Strategic Alliance Magazine  

Non ASAP Member Limited Edition, Q3, 2011

Strategic Alliance Magazine  

Non ASAP Member Limited Edition, Q3, 2011

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