Profitable Partnerships: Developing Excellence in Alliances

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Table of Contents
Executive Summary
Project Overview 1
Survey Methodology 2
Report Structure and Organization 4
Key Findings and Recommendations 5
Next Steps 8
Deal Evaluation and Negotiation
Overview 10
Strategic Alignment 12
Commitment 17
Communication 23
Negotiation 29
Due Diligence 36
Cultural Fit 39
Alliance and Relationship Management
Overview 44
Decision-Making Process 46
Flexibility 55
Team Coordination 61
Resources 66

Roles and Responsibilities
Chapter Contents 61
Overview 63
Creating and Implementing Standards and Policies 64
Pushing Ownership for H&S Activities to Line Personnel 69
Compliance Enforcement and Performance Measurement 73
Resource Management 81

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List of Charts & Exhibits


LIST OF EXHIBITS:
· Ideal Partner Representative
· Biotech vs. Pharma
· Deal Evaluation and Negotiation
· Strategic Alignment: Assessment of Elements
· Strategic Alignment: Ranking of Elements
· Strategic Alignment: Summary
· Commitment: Assessment
· Commitment: Ranking Elements
· Commitment: Summary
· Communication: Assessment
· Communication: Ranking
· Communication: Summary
· Negotiation: Assessment
· Negotiation: Ranking
· Negotiation: Summary
· Due Diligence: Assessment
· Due Diligence: Ranking
· Cultural Fit: Assessment
· Cultural Fit: Ranking Elements
· Cultural Fit: Summary
· Alliance Management and Relationship Evolution
· Decision-Making Process: Assessment
· Decision-Making Process: Ranking
· Decision-Making Process: Summary
· Flexibility: Assessment
· Flexibility: Ranking
· Flexibility: Summary
· Team Coordination: Assessment
· Team Coordination: Ranking
· Team Coordination: Summary
· Resources: Assessment
· Resources: Ranking