These 3-day, practical seminars are led by Ben Gomes-Casseres and have included invited speakers from The Alliance Analyst, Mainspring, McKinsey & Co., Ernst & Young, Kodak, Fidelity, IBM, Eli Lilly, and other companies.

Participants have ranged from executives new to the alliance field as well as experienced professionals. Participating companies have included: Siebel, Timken, Biogen, U.S. Post Office, Unisys, Ernst & Young, Citibank, IBM, Kodak, Pfizer, Litton, Freddie Mac, Merril Lynch, Rockwell, and other large and small companies.

Reviews from Previous Seminars:

"An excellent program. I recommend it for those new to alliance management as well as those already in alliance management, or for executives who need to be more informed on the state of alliance management today."

"Acts as a catalyst for best practices in a critical business area."

"A good overall context-setting seminar that is helpful to newcomers in the field of alliances. For those who are more experienced, it is a good re-vitalizer. The discussion of 'constellations' was particularly new and helpful."

"Helped me to focus my objectives in an environment that grows more complex every minute."

"A great opportunity to share alliance experiences and learn about the leading practices in the alliance area."

"Helped bring into better focus a subject that is increasing in importance for competing in today's business environment."

"The mix of theory and real-life experience made this seminar a very useful tool, which I feel I can directly use when I get back to the office."

"One of the most effective and comprehensive forums to learn best practices for alliance development, negotiation, and management."

"Opened my eyes to the full dimension of this discipline. Gave me a framework to use as we grow to need true alliances."

"Well balanced...Very interactive group...Exceeded my expectations."

Overview and Content

Alliances between firms are radically changing the competitive game, particularly in high-tech, global industries. Firms are teaming up to enter markets, develop technologies, and share the costs of new business development. Rivals are becoming allies, as the new competition pits group vs. group, instead of firm vs. firm.

This workshop will help you understand how alliances are reshaping rivalry, what it means for your firm, and what you need to do to win in this new game.

The workshop is geared to executives involved in planning, negotiating, and managing alliances. Whether you are already involved in alliances or are contemplating forging an alliance strategy, this program is for you. We believe in interactive learning--you will engage in lively discussion and will derive best practices from case studies of leading companies. You will develop new perspectives and acquire practical tips from experienced managers. Main topics will include:

• Designing alliance strategies
• Competing in constellations
• Negotiating alliance relationships
• Governing and leading alliances
• Building a collaborative core