1996 Conference Agenda

The Conference Board and Booz·Allen & Hamilton


Cross-Border Alliances

March 26-27, 1996
New York Hilton & Towers
New York City

At this year's conference, you'll find new ways to:
o Manage cross-border alliances
o "Leapfrog the learning curve"

o Compare alliances vs. acquisitions: Which one helps you win on the global battlefield?
o Initiate and build alliances: Asian, European, and Latin American perspectives

o Assess the impact of alliances on your firm


Dear Internet Web Surfer:

The 1996 Strategic Alliances Conference addresses one of your most important and difficult challenges: creating and sustaining cross-border alliances. Though the number of alliances formed in the United States has been growing at a phenomenal rate, we're far behind our foreign competitors. For every strategic alliance a U.S. company forms, foreign competitors create four. Here's your opportunity to learn how to improve your strategic alliance capability. You'll learn the core capabilities you need to create and manage successful cross border alliances. Executives with a proven track record will review the costs and benefits of alliances, and what it takes to succeed when crossing borders. You'll come away with practical tools and ideas on how to negotiate, build, and manage an alliance.

Senior executives and other strategic alliance experts will provide global, regional, and industry specific lessons to help you "leapfrog the learning curve" and avoid repeating others' mistakes. You'll take away information and approaches that can give you a true competitive advantage.

This promises to be one of the most exciting conferences this year. The speakers include:

o Frederic V. Salerno, Vice Chairman - Finance and Business Development, NYNEX
o Alan D. Gilmore, Vice Chairman (retired)Ford Motor Co.
o Ernesto Martens, Chief Executive Officer Vitro Corporation

If you are a senior operating executive, head of planning and business development, or other functional executive currently involved or expecting to be involved in strategic alliance activity, this conference has been designed for you.
Please review the conference program and register today for this event. I look forward to seeing you in New York in March.

Ronald M. Cowin
Conference Program Director
The Conference Board

John Harbison
Vice President
Booz·Allen & Hamilton

Tuesday, March 26, 1996

Session A
9 - 10 am
A View From the Top
Cross-border alliances are one of the most effective ways you can access capabilities and new markets without a significant incremental investment risk. But they can be very complicated to initiate and negotiate, and can become messy if implemented carelessly. Frederic Salerno of NYNEX will kick off the conference by giving you an overview of the importance of cross-border alliances to the future of your company. He also will share the lessons learned in using cross-border alliances to improve competitive advantage.
Frederic V. Salerno
Vice Chairman - Finance and Business
Development NYNEX

10-10:30 am Networking Coffee Break
Session B
10:30 am - 12 noon

A Practical Guide for Successful Cross-Border Alliances "Leapfrogging the Learning Curve"
The number of strategic alliances is skyrocketing. Executives in European and Japanese firms are most experienced at forming and managing alliances, placing U.S. executives at a competitive disadvantage. John Harbison and Peter Pekar, leaders of Booz·Allen & Hamilton's alliances practice, will show you why some cross-border alliances succeed and others fail, and how you can learn from the mistakes of others to improve your odds for success.
You'll hear how cross-border alliances can quickly alter the competitive playing field. Based on a study of nearly 4,400 U.S. and overseas alliances for more than 400 U.S. and foreign companies, you'll hear the step-by-step process for achieving a successful alliance, and receive the results of a study on the alliance practices in Europe, Japan, Latin America and the United States.

John R. Harbison
Vice President
Booz·Allen & Hamilton

Peter Pekar
Senior Advisor to
Booz·Allen & Hamilton

Session C
12 noon - 1:30 pm

Luncheon and Speaker
Alliances vs. Acquisitions:
Which One Can Help You Win on the Global Battle Field

Knowing which approach you should select is essential to competitive success. Too often, companies choose the wrong approach and are then trapped. Alan Gilmore of Ford Motor Co. will discuss how organizations should differentiate between alliances and acquisitions and will focus on what skill set and tools are key to success.

Alan D. Gilmore
Vice Chairman (retired)
Ford Motor Co.

Concurrent Sessions (D, E, & F)
Select one of these concurrent sessions.
Each focuses on a particular region of
the world, and will start with a short
review of the forces at work within that
region. The sessions will be repeated
from 3:30 - 5 pm.

Session D
1:45 - 3:15 pm

Initiating and Building Alliances: An Asian Perspective

As in other areas of life, picking the right opportunity and partner are crucial. This is particularly true in Asia where technology, relationships, culture, and fast growth play key roles. Too often, companies jump in, make critical mistakes, and must then react. The better approach focuses on first preparing a realistic feasibility study and screening the right partner. This panel session will reveal the perspectives of companies that have been through the process in Asia. We'll focus on what knowledge, skills, and tools are key to form successful, long-lasting alliances.

Clark Phippen
Manager Corporate Business Development
DuPont Company

Lawrence W. Clarkson
Senior Vice President Planning & International Development
The Boeing Company

Session E
1:45 - 3:15 pm

Initiating and Building Alliances: A European Perspective
The right opportunity and partner are equally as essential in Europe, where the environment has slower growth, employment consciousness, and market share sensitivity. This panel session will give you the perspectives of executives that have been through the alliance process in Europe. We'll cover the knowledge, skills, and tools you need to form profitable, long-lasting alliances.

Dr. Klaus L. Volkholz
Senior Director of Corporate Planning & Strategy
Philips International, B.V.

Jean-Louis Gergorin
Director, International Strategy &
Matra Hachette


Session F
1:45 - 3:15 pm

Initiating and Building Alliances: A Latin American Perspective
A unique challenge for cross-border alliances in Latin America is recognizing and accommodating the inevitable differences between partners. The issues include objectives, strategy, structure, evolution, the roles of the parent companies, and "divorce" clauses. An essential element for you is to focus on the relative contribution of each partner and achieve an open understanding of your partner's expectations. This panel session will share lessons learned from forming alliances. You'll find out who is involved in the process and how allowances are made to accommodate differences in management and organizational styles. We'll review the knowledge, skills, and tools that are key to forming successful alliances.

Ernesto Martens
Chairman of the Board


Concurrent Sessions (G, H, & I)
Sessions D, E, and F are repeated to give you an opportunity to attend another regional session.
Session G
3:30 - 5 pm
Initiating and Building Alliances: An Asian Perspective
Session H

3:30 - 5 pm
Initiating and Building Alliances: A European Perspective

Session I
3:30 - 5 pm
Initiating and Building Alliances: A Latin American Perspective

Session J
5 - 6 pm

Network Reception
Hosted by Booz·Allen & Hamilton

Wednesday, March 27, 1996

Session K
9 - 10 am
Impact of Cross-Border Alliances on the Firm
Cross-border alliances demand flexibility in your company's structure, culture, management systems, and processes. In this session, you'll hear about a company that has been particularly successful in using alliances to grow a series of businesses.

Gene Slowinski
Director of Strategic Alliance Studies
Graduate School of Management
Rutgers University

Session L
10:30 am - 12 noon

Managing Cross-Border Alliances
Once a cross-border alliance has been successfully negotiated, the effort shifts to making the partnership work. You'll learn what strategies and mechanisms have proven effective in managing an alliance and achieving lasting value from the relationship. You'll hear what it's like to work as a manager in a high technology cross-border alliance or in a services business cross-border alliance. And, you'll hear first-hand experiences of what happens when parent companies try to impose cultures, management systems or styles on the alliance, become too involved in day-to-day decisions, or neglect the relationship all together. Speakers will discuss both high technology and service driven industries.

Patricia Higgins
President, Communications Line of Business
and Corporate Vice President
Unisys Corporation

Luciano Rodighiero
Senior Vice President, Strategic Planning &
Business Development
Ansaldo, A Finneccania Company

Session M
12:15 -12:45 pm

Conference Summary and Wrap-Up
One of the most valuable outputs of this conference will be the common themes, issues, and ideas generated by the presentations and discussions. In this session, you'll receive reports on the central messages that emerge during the conference.

Ronald M. Cowin
Conference Program Director
President, Cowin Associates Inc.

John R. Harbison
Vice President
Booz·Allen & Hamilton Inc.


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About The Conference Board

The Conference Board is the world's leading business membership organization, connecting companies in more than 60 nations. Founded in 1916, the Board's twofold purpose is to improve the business enterprise system and enhance the contribution of business to society A non-profit, non-advocacy organization, The Conference Board's membership includes over 2,800 companies and other organizations worldwide.

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For more than 80 years, The Conference Board has been providing senior executives from around the world with opportunities to share practical business experience. This focus on actual business experience, rather than theory, and a superior level of networking with peers are the distinguishing features of Conference Board meetings. The Conference Board's meetings are rated as one of America's leading speaking platforms for top management. More than 50 CEOs address the Board's 10,000 meeting participants each year.

About Booz·Allen & Hamilton

Booz·Allen & Hamilton is a global management and technology consulting firm committed to helping senior man-agement of industrial, service and government organizations improve their performance and develop capabilities needed to compare and thrive in the global marketplace. Founded in 1914, it is a private corporation wholly owned by its partners. The firm offers technology and commercial business expertise where its multidisciplinary teams approach client assignments from a global perspective, yet each consulting approach is tailored to the specific needs of the client. Its strategic alliances practice works together with clients in selecting, building, deploying, and renewing capabilities --leveraging over 100 best practice elements culled from successful alliance leaders.

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