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The Power of Two: How Companies of All Sizes Can Build Alliance Networks That Generate Business Opportunities Paperback – July 1, 1998
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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.
Top customer reviews
The authors take the concept of partnering farther than many businesspeople will be willing to go when they suggest sharing their business secrets and ideas with everyone from hot start-ups to venerable competitors. But we [...] recommend this short, concise book to high-level executives in need of a partnership primer.