1997 Conference Agenda

The Conference Board and Booz·Allen & Hamilton


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.


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.


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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.

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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