1998 Alliance
Conference Agenda
The
Conference Board and Booz·Allen & Hamilton
Present
The 1998 Strategic Alliances Conference:
Tailoring Your Alliance
Approach: From Strategic Sourcing Through Shared Equity
April 30 & May 1,1998
Grand Hyatt, New York City
Join your colleagues to explore and discuss:
· Implementing alliances and acquisitions
· Strategic sourcing -- "Why, when and how an alliance
with suppliers should be considered"
· Equity positions "When and how to raise the
stakes in the game"
· Governance and crafting an agreement "Looking
carefully before You leap"
· The art of choosing the most appropriate alliance
· The impact of alliances on the firm
Dear Internet Web Surfer:
Until the 1990's, the relationship between a company and its
competitors, customers and suppliers was consistently at arms-length.
Today, few companies believe they alone can develop, manufacture,
market, and deliver the products and services their businesses
require. To stay ahead of the competition, companies are reaching
out to partners for complementary resources and capabilities
they lack. For most of these companies, choosing the appropriate
alliance structure -- from a simple procurement arrangement to
a strategic sourcing relationship or an equity partnership --
is a relatively new art and represents one of their biggest challenges.
Our fourth annual conference on strategic alliances focuses
on the practical aspects of tailoring your alliance approach,
covering strategic sourcing through shared equity. Through a
series of case studies and practical interactive sessions, you'll
receive the latest in thinking about alliance tools: such as,
alliance structures, organizational designs, governance issues
and best practices. Find out how senior managers at leading companies
have formed and managed a wide range of alliances. Listen to
personal experiences that go beyond ad-hoc transactions to a
well-established set of alliance forming skills and processes.
Learn how top-rated companies have developed the capability to
leapfrog their competitors and increase significantly their alliance's
success rate.
We 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
Thursday, April 30, 1998
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 and reduce costs and uncertainty
without a significant investment risk. Companies no longer have
the resources or time to rely on just internal capabilities.
However, choosing the most appropriate alliance type and structure
can be very complicated, requiring a clear understanding of the
types of alliances available, their characteristics and the advantages
and disadvantages of each.
Hear about the importance of different alliance types and
how they are linked to the overall strategic thrust of a company.
Brian Merriman
Chief Executive Officer
TOPAC U.S.A., Inc.
And Vice President, General Manager
Electronic Imaging Division
Toshiba America Information Systems, Inc.
10 - 10:30 am Networking Coffee Break
Session B
10:30a.m. - 12:00p.m. Implementing Alliances and Acquisitions:
Many alliances and acquisitions make strategic sense and are
successfully negotiated, only to fall apart during implementation.
In fact, this is the largest cause of failure in alliances and
acquisitions. The key is successful implementation planning during
negotiations, and timely attention and follow-through after the
deal is consummated. In this session, you will receive the results
of a current survey of best practices in the area of implementation,
supplemented by multiple studies of nearly 6,000 U.S. and overseas
alliances for more than 500 American and foreign companies and
scores of alliance client assignments.
Speakers from Booz·Allen & Hamilton
will describe the latest frameworks and thinking on successfully implementing
alliances, and how your approach should be tailored to suit the
specific form of alliance being implemented.
John Harbison
Vice President
Booz·Allen & Hamilton
Peter Pekar
Senior Advisor to
Booz·Allen & Hamilton
Session C
12:00 noon - 1:30 pm Luncheon Session
Using Alliances to Enter Emerging Markets
Peter Harf
Chairman and Chief Executive Officer
Coty Inc.
Concurrent Sessions D1, D2 and D3
Session D1
1:45 - 3:15 pm Strategic Sourcing -- Why, When & How
An Alliance With Suppliers Should Be Considered
Outsourced parts, materials
and services account for a major portion of costs at several companies.
Getting a handle on how
to drive continuous reductions in these costs is an important
business issue. However, most companies deal with suppliers at
arms length and are not able to realize the full extent of what
the suppliers can do for them. Yet, the right type of sourcing
arrangement with selected suppliers (a strategic sourcing framework)
can drive substantial improvements not only in costs, but also
in quality and time. An alliance with suppliers can apply across
the entire value chain of the business from customer understanding
to product/service development and distribution.
In this session, speakers will discuss their first-hand experience
working closely with suppliers in up-front marketing, planning
and engineering activities. They will describe the financial,
contractual, technical, and cultural problems with making integration
happen. They will outline the methodologies they used to realize
substantial improvements in performance, and address how to get
started and measure results.
Alex G. Wijnen
President and Chief Executive Officer
Vivitar Corporation
Walter J. Sargent
Corporate Chief Manufacturing Engineer
Xerox Corporation
Session D2
1:45 - 3:15 pm Equity Positions - When and How to Raise
the Stakes in the Game
Equity based alliances present a unique set of challenges.
Some proponents maintain an equity commitment solidifies the
relationship by placing skin in the game. Equity also can indicate
a willingness to explore a widening of possibilities in which
the partners could collaborative further. Others find using equity
is a very expensive and risky way to forge deeper ties or gain
access to a partner's capabilities. In this session, an attorney
and a business executive will share some practical advice on
the use of equity -- why chose equity over non-equity and what
pitfalls to avoid.
Fred H. Marcusa
Senior Partner
Kay Scholer
Richard E. Murphy
Senior Vice President, Corporate Marketing and
Chief Commercial Officer
Sea-Land Service, Inc.
Session D3
1:45 - 3:15 pm Governance and Crafting an Agreement -
Looking Carefully Before You Leap
Governance goes well beyond the issues of management and control.
To make the partnership successful, some major items always need
to be considered before signing an agreement. Speakers in this
session will describe how highly respected, alliance intensive
companies have addressed key governance issues and crafted effective
agreements. A legal firm, specializing in alliance formation,
will share what it has learned.
James G. Archer
Partner
Sidley & Austin
Phillip A. Spanninger
Vice President, International
TRW Inc.
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 Strategic Sourcing -- Why, When & How
- Characteristics, Risks, Implications, Results and Models for
Success
Session E2
3:30 - 5 pm Equity Positions - When and How to Raise the
Stakes in the Game
Session E3
3:30 - 5 pm Governance and Crafting an Agreement - Looking
Carefully Before You Leap
5 - 6 pm Network Reception
Hosted by Booz·Allen & Hamilton Inc.
Friday, May 1, 1998
Session F
9 - 10 pm General Session
Another View From The Top: Impact of Various Alliances
on the Firm
Choosing and managing the wide range of alliance options --
from a strategic sourcing relationship, through minority arrangements
and equity partnership -- is a relatively new art and represents
one of the biggest challenges to companies. 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.
Charles Sirois
Chairman and Chief Executive Officer
Telesystem Ltd. and Teleglobe Inc.
10 - 10:30 am Networking Coffee Break
Session G
10:30 - 11:45 am General Session
The Art of Choosing The Most Appropriate Alliance
Within the broad world of "Extended Enterprises," strategic
alliances fill the middle ground between traditional procurement and
acquisitions. Today, alliances cover a wide spectrum
of non-equity, cross-equity, minority positions and shared-equity
arrangements. As one moves along the continuum from non-equity
to equity, the key issues become -- How does one select the most
appropriate alliance for a situation? What are the advantages
and disadvantages of each alliance type? What are the specific
structuring considerations that must be addressed?
In this session, you will
hear specific observations from an experienced alliance practitioner.
He will discuss the differences
between non-equity & equity alliances, how to pick the most
appropriate alliance, and how companies can improve their own
odds for success.
Rohan Champion
Vice President, Strategy and Alliances
Federal Express Corporation
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. Hear a summary of the key tools and techniques, and
messages presented at the conference so 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 management and technology consulting firm committed to
helping senior management
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. |