The Power of Two: How Companies of All Sizes Can Build Alliance Networks That Generate Business Opportunities (J-B US non-Franchise Leadership) [Paperback]

John K. Conlon (Author), Melissa Giovagnoli (Author)

Book Description

Series: J-B US non-Franchise Leadership | Publication Date: July 1, 1998

Tap the Power of Alliance Networks

Inspired by the so-called virtual corporation, the opportunistic formation of short-term strategic pairings is the chief means by which today?s companies are realizing growth. In The Power of Two, two acknowledged business-alliance experts take readers step-by-step through a proven, powerful method for successfully building a network of strategic alliances and for managing such networks via an alliance manager. Packed with examples, augmented with a wealth of assessment tools and charts, it?s the most authoritative, user friendly guide to mastering this important, emerging business stratagem currently available.

Editorial Reviews

From Booklist

More than a dozen books on this topic in the last half-decade attest to the fact that business alliances are the strategy of choice for the 1990s. As with anything fashionable, many rush to embrace the concept without taking the time to implement it properly. Coming from totally different fields, the authors demonstrate with this book that alliances can be effective. Conlon is a director for alliances at Andersen Consulting. Giovagnoli has written four books including Make Your Connections Count! (1995) and concentrates on community-alliance building. The two emphasize the personal aspects of alliances, which must focus on relationships rather than transactions, and add that choosing the right person to head up alliance activities is crucial to success. They list mistakes to be avoided in building partnerships and then show how to create and analyze alliance scenarios, build networks, set the rules of engagement, foster trust, and communicate effectively. David Rouse

From the Inside Flap

Inspired by the so-called virtual corporation, the opportunistic formation of short-term strategic pairings for the leveraging of intellectual capability is the chief means by which today's companies are realizing growth. In The Power of Two, two acknowledged business alliance experts take readers step-by-step through a proven, powerful method for successfully building a network of knowledge-based strategic alliances and for managing such networks via an alliance manager. Packed with examples, augmented with a wealth of assessment tools and charts, it's the most authoritative, user friendly guide to mastering this important, emerging business stratagem currently available.

See all Editorial Reviews

Product Details

• Paperback: 208 pages
• Publisher: Jossey-Bass; 1 edition (July 1, 1998)
• Language: English
• ISBN-10: 0787909467
• ISBN-13: 978-0787909468
• Product Dimensions: 9.1 x 6 x 0.6 inches
• Shipping Weight: 12 ounces (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (5 customer reviews)
• Amazon Best Sellers Rank: #424,999 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

14 of 16 people found the following review helpful:

5.0 out of 5 stars Ground breaking tretise on forming business alliances, December 23, 1998

By A Customer

This review is from: The Power of Two: How Companies of All Sizes Can Build Alliance Networks That Generate Business Opportunities (J-B US non-Franchise Leadership) (Paperback)

The book Power of Two, is a must read for anyone who needs insightful advice for hands-on alliance building. The book offers a planning tactic that is both practical and effective. I have used this book as a major resource in my workplace when creating a partnership with one of our most important vendors, a vendor that supplies a necessary IT infrastructure that is critical to our business success. If you need a straight forward, strategic approach to business alliances, this is the book for you.

14 of 18 people found the following review helpful:

5.0 out of 5 stars This ground-breaking book will become a business classic., February 26, 1999

By 

[e-mail] (Atlanta, Georgia) - See all my reviews

This review is from: The Power of Two: How Companies of All Sizes Can Build Alliance Networks That Generate Business Opportunities (J-B US non-Franchise Leadership) (Paperback)

I gave my only copy away, thus some thoughts from memory! We are preparing the first national awareness and research-fundraising campaign for both Alzheimer's and Parkinson's, the two largest (and closely related) degenerative, neurological diseases. Sadly, after 4,000+ hours of my volunteer labor plus another 5,000+ hours of selfless contributions from 36+ volunteers nationwide, since August 1996, we have not found one organization that even comes close to believing or practicing "The Power of Two". Fortunately, we have found and built lasting relationships with INDIVIDUALS that believe and practice the all-important principles explained eloquently, yet in plain English, by the authors of Power of Two. The Power of Two is now required reading for our leadership and for leadership of any organization hoping to associate with us. This powerful book really should be considered by all CEOs of for-profit and non-for-profit organizations as a litmus test for all prospective alliance or JV partners, as well as suppliers and associates; i.e., if others don't qualify as Power of Two participants (and the authors explain how to easily make this determination), then don't waste any more time in "exploring a relationship" or "furthering business discussions"...cut your losses and move on until you locate a Power of Two organization or individual. We have the authors of this essential book to thank for finally giving us a road-map of how to select partners (of all sorts really) and then how to make the partnership or alliance, etc. WORK. How to maximize results. How to stay accountable with all concerned. And how to know when the Power of Two relationship has served its purpose (or not done so), and thus should end. Our mission is to discover how to prevent and control Alzheimer's and Parkinson's by the year 2011. To do so will almost certainly require hundreds of millions of strategically-placed medical research dollars. But most importantly, any sizable task in today's world, including the awesome challenge our Foundation is dedicated to, must be accomplished on a firm foundation of trusted, reliable, empowering, energizing and synergistic RELATIONSHIPS. The Power of Two shows us the way. To all leaders or would-be leaders, if you only read three books this year, make sure this is one! And finally, I am not related to, nor have I met, The Power of Two authors! And I own no stock in Anderson Consulting or the book's publisher!

5.0 out of 5 stars Alliances & Partnerships Key to 21st Century Business/Economy, July 29, 2006

By 

Joyce Schwarz "Joyce Schwarz" (Marina Del Rey, CA USA) - See all my reviews
(VINE VOICE)   

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This review is from: The Power of Two: How Companies of All Sizes Can Build Alliance Networks That Generate Business Opportunities (J-B US non-Franchise Leadership) (Paperback)

Alliances and partnerships are key to 21st century economy. Whether you're a small biz guy/gal who wants to extend a mini-budget by joining the local Chamber of Commerce or an eBay seller who wants to get some freebie ad money from eBay to promote your store-- this book provides a perspective of why companies of all sizes build alliance networks that generate business. Network marketers know this is one of the secrets to selling AMway or any network product. Social networking sites like Linked In and others prove that more than one is necessary in today's economy. Links, affiliate marketing and more is crucial in today's ecommerce and online community. This book provides a view that you don't learn about when you're doing an MBA. Often it's a hidden secret in the business world and happens on the golf course or at poker tables or in locker rooms-- expecially relevant for women and minorities who will benefit tremendously by increasing their power by building alliances. The book offers the following: a) an overview of how the alliance process works b) explanation of leveraged networks c) how to become an alliance champion d) analyzing your networks and e) creating business opportunities f) how to get engagement going g) gaining and keeping trust and how h) cultural criteria is important (great for international alliances) and of course a very essential final chapter on the future of alliances. The authors are experienced and the fact one of them is at Anderson certainly provides a consultant view to this book. Great addition to every business student shelf and office in America. Small biz guys/gals will get a bigger overview on how to expand their profile in a an attention-deficit economy -- and maybe their budget too.