1997
Conference Agenda
The
Conference Board and Booz·Allen & Hamilton
Present
The 1997 Strategic Alliances Conference:
Institutionalizing Your
Alliance Capabilities
Dear Internet Web Surfer:
The blurring of industry boundaries, rapid globalization of
markets, and the reality of scarce resources and intensifying
competition have driven the formation of over 11,000 alliances
throughout the world last year. As a result, executives are being
inundated with potential alliance opportunities. More often than
not, though, alliance success depends on the experience of individuals
rahter than on institutional learning.
Our third annual conference on strategic alliances will focus
on the practical aspects of institutionalizing an alliance capability.
Join me at:
The 1997 Strategc Alliances Conference
Institutionalizing Alliance Capabilities
April 29-30, 1997
Crowne Plaza Manhattan, New York City
Through a series of case studies and interactive sessions,
you'll receive the latest in thinking about alliance tools, such
as training and technologies, organizational designs, and best
practices. You'll have the opportunity to learn from senior managers
at leading companies who have built capabilities in alliance
formulation and management. Theri experiences go beyond individual
transactions to a well-established set of processes and skills.
Please join your colleagues to learn what has given top-rated
companies the capability to leapfrog their competitors and to
increase significantly their alliance's success rate.
I look forward to seeing you in New York.
Sincerely,
Ronald M. Cowin
Conference Program Director
The Conference Board
John Harbison
Vice President
Booz·Allen & Hamilton
The 1997 Strategic Alliances Conference
Tuesday, April 29, 1997
Session A Keynote Address
9:00 a.m. - 10:00 am
A View From The Top
Alliances are one of the most effective ways for companies to
access capabilities and new markets without a significant investment
risk. Companies no longer have the resources or time to build
the necessary capabilities themselves. However, alliances can
be very complicated to initiate, negotiate, and sustain, and
they can become messy if implemented carelessly.
Hear the president of Oracle offer his perspective on the
importance of building a sustainable capability to quickly form
alliances that lead to success
Raymond J. Lane
President & COO
Oracle Corporation
10 - 10:30 am Networking Coffee Break
Session B
10:30a.m. - 12:00p.m.
Institutionalizing an Alliance Capability --
The Secrets of Repeatable Success in Alliances
There are many paths to achieving a superior alliance capability.
Some companies with a rich tradition in alliance use an intuitive
approach. Learning is transferred largely through oral tradition,
and alliance skills are deeply embedded in the fabric of the
company's culture. Success in this model takes many decades to
achieve. However, for companies less experienced, a more disciplined
process is essential.
Speakers from Booz·Allen & Hamilton will describe
the lastest frameworks and thinking on the institutionalization
of alliance skills. They will follow the evolution of skills
from an "ad hoc" approach to one reliant on "lone
rangers", and eventually to the stage where the knowledge
on forming successful alliances resides in the institution rather
than specific individuals. Their observations will be based on
a seven-year study of nearly 5,500 U.S. and overseas alliances
for more than 400 American and foreign companies.
John R. Harbison Peter Pekar, Phd.
Vice President Senior Advisor
Booz·Allen & Hamilton Inc. Booz·Allen & Hamilton
Inc.
Session C
12:00 noon - 1:30 pm Luncheon Session
War Stories from a Veteran
Knowing what not to do is as important as knowing what to
do. A senior executive will share advice on pitfalls to avoid
on the path to successful alliances.
Wayne Booker
Vice Chairman
Ford Motor Company
Concurrent Sessions D1, D2 and D3
Session D1
1:45 - 3:15 pm
Intranets and Websites -- Creating an Information Network
to Transfer Skills
The rapid expansion of electronic means of internal communications
has created a significant opportunity to transfer information
on alliances through intranets and wide area networks. Whether
it's information on alliance negotiations, profiles on potential
partners, lessons learned, and best practices, or any other aspect
of developing and managing alliances, these new forms of communications
are key to arming managers with current information when they
need it. This session offers first-hand experiences of companies
who have been innovators in this form of electronic knowledge
transfer.
Charles E. Lucier
Chief Knowledge Officer
Booz·Allen & Hamilton Inc.
Bruce V. Gitlin
Director, Corporate Strategy
Xerox Corporation
Session D2
1:45 - 3:15 pm
Transferring Alliance Skills through Training
Many companies have found that courses in alliance skills
are in high demand among their managers. In response, they have
developed practical workshops to share learning and experiences.
In this session, companies at the forefront will share some practical
advice on using training to transfer alliance capability.
Ellen Goldberg
Vice President, Alliances & New Ventures
MasterCard International
Session D3
1:45 - 3:15 pm
Organizational Solutions to Embedding an Alliance Capability
Training and electronic knowledge transfer are only part of
the solution. Learn how Dow Corning approached the formidable
task of institutionalizing an alliance process. Hear about the
process they have implemented, the tools they are using, and
how they are continuously improving.
Greg Whittaker Gene Slowinski
Sr. Bus. Development Specialist Director of Strategic Alliance
Studies
Dow Corning Corporation Graduate School of Management
Rutgers University
3:15 - 3:30 pm Coffee Break
Concurrent Sessions (E1, E2 and E3)
Sessions D1-D3 are repeated to give you an opportunity to
attend another session.
Session E1
3:30 - 5 pm
Intranets and Websites -- Creating an Information Network
to Transfer Skills
Session E2
3:30 - 5 pm
Transferring Alliance Skills through Training
Session E3
3:30 - 5 pm
Organizational Solutions to Embedding an Alliance Capability
5 - 6 pm Network Reception
Hosted by Booz·Allen & Hamilton Inc.
Wednesday, April 30 1997
Session F
9 - 10 pm General Session
Another View From The Top: Impact of Alliances on the Firm
Alliances demand flexibility in your company's structure,
culture, management systems and processes. In this session you
will hear from a company that has been particularly successful
managing these factors in its use of alliances to grow a series
of businesses.
John W. Alden
Vice Chairman
United Parcel Service
10 - 10:30 am Networking Coffee Break
Session G
10:30 - 11:45 am General Session
Pulling It All Together -- Case Studies on Institutionalizing
Alliance Capabilities
This session describes how
highly respected, alliance intensive companies have accomplished the
successful institutionalization
of alliance tools and approaches. Former Vice President of Alliances
for Lotus Development corporation, Hemang Davé, will team-up
with Dorothy Langer, the strategy consultant who advised him
at Lotus. They will share what they learned at Lotus and how
they are developing a series of alliance-driven Internet start-up
companies at CMG Direct Interactive.
Hermang Davé Dorothy
Langer
President & CEO President
CMG Direct Interactive Langer & Company
Session H
11:50 - 12:30 pm General Session
Summary of Lessons Learned and Conference Wrap-Up
Alliance capabilities are an asset, a true competitive advantage.
Like other capabilities, they need to be developed and continuously
improved. Receive a summary of the key tools and techniques,
and messages presented at the conferecne so that you can take
them back to your company.
* * * * *
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.
Why Our Meetings Are Different
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 man-agement 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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