STRATEGIC
PARTNERING HANDBOOK
With the
global economy now a reality, the objectives of becoming internationally competitive and
world class are imperatives for all successful
businesses
entering the new millennium. Critical to this success and to the development of
sustainable competitive advantage will be the quality of relationships developed between
customers and
suppliers both internal and external to the organisation. Organisations worldwide have
been ;::. using The Strategic Partnering Handbook as a guide for creating successful
partnerships and alliances, and improving their customer and supplier relationships
generally.
Building on
the principles and practices detailed in the first and second editions, this third edition
presents new and updated case studies, new anecdotes, and additional concepts and
research data while continuing to provide a practical framework that looks at the . who,
how, when, where, and why of partnerships and alliances. It enables the reader to:
gain a clear
understanding of strategic partnering and alliance relationships, the supporting
principals, concepts and practices and the relevance for their organisation
- a understand
the organisational culture, strategy, structure, process and people required to support
these new customer/supplier relationships
- learn how to
effectively implement the 12 partnering steps
- gain
knowledge, ideas and inspiration from current industry case studies and best practices;
- link
relationship performance, measurement and remuneration;
- develop the
skills and tools to take your partnerships and alliances to the next level(s). This book
is of great value for all partnering and alliance practitioners and will arm them with
fresh tools and skills to build successful and sustainable customer/supplier relationships
well into the new millennium.
402 pages