Partnerships for Profit: Structuring and Managing Strategic Alliances [Paperback]

Jordan D. Lewis (Author)

Book Description

Publication Date: February 1, 2002

Faced with new levels of savage competition, tens of thousands of companies, including fierce competitors, are sharing their resources and expertise to develop new products, achieve larger scale economies, and gain access to new technology and new markets. These strategic alliances are justifiably hailed by many as the competitive weapon of the 1990s. But because they are blurring and reshaping the very structure and boundaries of corporations in unprecedented ways, the process of designing and managing these alliances confronts managers with the awesome task of inventing theory and practice on a daily basis. Up to now, they have had few places to turn for guidance.

In Partnerships for Profit, Jordan D. Lewis, an internationally recognized expert on strategic alliances, now provides the first full-scale analysis of this surging global phenomenon. During five years of intensive field research, including 500 interview hours with more than 100 executives from some 40 American, European, and Asian firms, Lewis has observed firsthand some of the most successful strategic alliances and alliance practitioners in the world. Drawing on the experiences of IBM, Fuji Xerox, Ford, Dow Chemical, Intel, Komatsu, Corning, Sony, Apple Computer, Ciba-Geigy, and many other companies, Lewis brilliantly describes in detail how managers at each of these pioneering firms structure and manage various kinds of alliances -- from informal cooperation, minority investments, and risk-sharing contracts to full-fledged joint ventures and strategic networks. Through actual examples, Lewis shows for the first time how alliance partners build trust, develop mutual understandings, and make joint decisions, and at the same time protect core interests and critical technology -- a major concern of direct competitors. Lewis explains how to avoid the "Trojan horse" blunder many American firms made when they gave their Asian manufacturing partners key information about tailoring their products to local preferences. Particularly important is an entire chapter devoted to working with other cultures. The employment of strategic alliances, Lewis concludes, requires nothing short of a revolution in the conduct of business. Unlike arm's length relations, in which initial commitments govern, alliances involve shared risks and ongoing mutual adjustments. Lewis shows how alliances inevitably shape the business strategy of an entire firm, since the decisions to target certain markets and commit resources involve groups of firms acting in concert. Finally, Lewis shows how the use of alliances will affect internal management policies and practices, especially methods to bring about an outward focus and overcome the "not invented here" syndrome. We have entered the age of strategic alliances.

Editorial Reviews

Review

Kenichi Yamamoto Chairman, Mazda Motor Corporation At a time when cooperation has become critical, Jordan Lewis makes a fundamental contribution to global business practice. There is much in this book that we can use.

Robert N. Beck Executive Vice President, Bank of America Here is a practical look at a vital concept for managing large and small businesses in the 90's.

Dr. Gerrit A. Wagner former Chairman, Royal Dutch/Shell This important book appears at a critical time. It has great practical value for the growing number of firms faced with the need to develop effective alliances around the world.

Toru Ogawa Managing Director, Sumitomo Corporation This landmark work explains with great clarity the major aspects of designing and managing strategic alliances.

Norman R. Augustine Chairman and CEO, Martin Marietta Corporation Jordan Lewis' advice is refreshing, realistic and worthy of serious consideration for any business executive operating in the global marketplace.

Dr. Wisse Dekker Chairman, Supervisory Board, N.V. Philips Essential reading for developing and managing a successful strategic alliance.

Financial Times Extremely useful...a thinking manager's guide to alliances.

Chicago Tribune Worthwhile for anybody who has even a passing interest in corporate cooperation.

Vincent A. Sami Chairman, PPG Industries Partnerships for Profit is required reading for global businesses.

Product Details

• Paperback: 352 pages
• Publisher: Free Press (February 1, 2002)
• Language: English
• ISBN-10: 0743237633
• ISBN-13: 978-0743237635
• Product Dimensions: 9.1 x 6.1 x 0.9 inches
• Shipping Weight: 1.2 pounds (View shipping rates and policies)
• Amazon Best Sellers Rank: #1,673,556 in Books (See Top 100 in Books)

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