Creating and Managing Successful Internal and External Business Alliances
With Ms. Larraine Segil
Session Description
Relationships across functions, divisions and organizational silos, are often more challenging than those external to the organization. This program addresses both internal and external business relationships. The participants will role play and examine real life issues within their own organization, and can apply the tools to both internal and external relationships. Common issues such as compatibility, differences in decision making approaches, communication, conflict resolution and more are addressed for attendees who are in management as well as those who are in the middle of the organization and often have little choice as to who they can partner with, whether internal or external. A deliverable of the program will be a clear understanding of how the life cycle of the relationship can cause different types of behavior to manifest and how certain simple techniques can help parties resolve issues amicably and with an ability to ‘stand in the other’s shoes’. For those who are interested in external more complex alliances, Segil will address business alliances with suppliers, customers and other partners and the processes that work best in planning, forming, operating and reviewing them.
Upcoming Sessions
All Sessions
have been completed
for the year.
MS. LARRAINE SEGIL is a Partner and Director of the Board at Vantage Partners, a consulting firm with expertise in building competency in both internal and external relationship management. Born in South Africa, Ms. Segil immigrated to the USA in 1974. She was formerly CEO of an advanced materials company providing products and services to aerospace and electronics manufacturers worldwide. She has co-founded and run companies in mortgage banking and medical services, and previously practiced international corporate law. Prior to joining Vantage Partners, Ms. Segil co-founded The Lared Group, an international consulting firm helping companies develop and maintain successful domestic and global business alliances. Ms. Segil is a member of the Board of Citizens Communications (Stamford CT), a Fortune 1000 company where she sits on the Nominating Committee and on the Audit Committee. She is a senior research fellow at the IC2 Institute at the University of Texas, Austin; serves on the Entrepreneurs Board for the UCLA Anderson School of Management and has been recognized by The Financial Times and The Corporate Strategy Board as a thought leader in alliances. Ms. Segil teaches executive education at The California Institute of Technology, (Caltech), Pasadena CA, where she has presented a two day program on 'Global Alliances' for the past 23 years. She is the author of numerous books, including: Intelligent Business Alliances, Fast Power Your E-Business, Dynamic Leader, Adaptive Organization: Ten Essential Traits for Managers, and Partnering - The New Face of Leadership. Her latest book, Measuring the Value of Partnering, is the first on Alliance Metrics. She has also authored a novel, published by Penguin Books.
Time Allocation - Topics
15% The Elements of a business relationship - whether internal or external 20% Research on why 60% of business relationships fail – and how to make them succeed 20% Common Approaches to both internal and external relationships • The Life Cycle • Compatibility issues • Communication issues - blame, interests analysis, Pareto frontier, Decision tools • Knowledge transfer issues 15% Structures of business relationships • External • Internal 15% Processes to plan, form, operate, review all business relationships - the PFOR Approach • Planning • Formation • Operation • Review 15% Metrics • The Four Quadrants of measurement for all relationships • Summary
Guide to Participant Selection
Senior Executive
(Pres, Exec & Sr VP)
2 2 1 2 2 2 2 1 2 2 2 2 2
(VP & Gen'l Mgr)
1 1 1 1 1 1 1 1 1 1 1 1 1
Senior Managers
(Div & Reg. Mgrs)
1 1 1 1 1 1 1 1 1 1 1 1 1
Middle Managers
& Superintendents
3 3 3 3 2 3 3 3 3 3 3 3 3
1 indicates primary target audience.
2 indicates a good fit if the level of material is appropriate.
3 indicates (in the opinion of the institute and the faculty) very limited applicability.