Score 0Score 25Score 50Score 75Score 100
Co1 Do you have one or more identified business value propositions for the relationship? If so can you describe them in the comments box?

Score 0 if - Haven't got one
Score 25 if - Got one on one side only
Score 50 if - Got one on both sides
Score 75 if - Jointly agreed by alliance teams on both sides
Score 100 if - Jointly agreed by key stakeholders on both sides
Co10 What is the expected cost / value ratio of this relationship?

Score 0 if - Unknown
Score 25 if - We have a general idea of the payback we are looking for
Score 50 if - We have a detailed view of the payback we are looking for
Score 75 if - Both partners have an agreed general view of the payback they are looking for
Score 100 if - Both partners have a detailed and accurate cost / value payback ratio that they are both expecting from the relationship.
Do you regularly perform a relationship audit with this partner?

Score 0 if - Never
Score 25 if - Rarely
Score 50 if - Semi regularly
Score 75 if - Regularly
Score 100 if - Regularly at a predetermined time.
Co5 Do you have an alliance balanced scorecard?

Score 0 if - None
Score 25 if - Commercial
Score 50 if - Commercial and some others
Score 75 if - Cause and effect metrics
Score 100 if - Fully balanced best practice scorecard
Co8 What is the commercial benefit of this relationship?

Score 0 if - Unknown
Score 25 if - Some benefits known
Score 50 if - Direct benefits known
Score 75 if - Direct and indirect benefits known
Score 100 if - Direct, indirect and other benefits known
Cu31 What is the degree of trust in the relationship and how is this evidenced? (Please place score in Score Box and Evidence in Comments box.

Score 0 if - None. I would not be in this relationship unless I absolutely had to be. Their behaviours and actions are deeply questionable.
Score 25 if - OK. They let us down sometimes but they are getting better.
Score 50 if - Good. They rarely let us down and they usually do what they say they will regardless of rank or function.
Score 75 if - Very good. They have good behaviours and almost always do what they say they will do. I would share anything but the most sensitive information with them.
Score 100 if - Absolute. We are close to being the same organisation. I would trust the other side with all and any information. They have never let us down. They always keep their promises
Cu32 What is the level of maturity of alliance thinking in your organisation?

Score 0 if - Non existent. We did not know about Alliances until recently.
Score 25 if - Low. We know alliances exist but we treat them as a means to a commercial end.
Score 50 if - Good We use alliances regularly in an ad hoc fashion.
Score 75 if - Very Good we use alliances regularly as part of a formal programme supported by a best practices centre of excellence.
Score 100 if - Outstanding we are global leaders and alliances pervade everything we do.
Cu36 Do you have a joint decision making process for the alliance?

Score 0 if - Unknown.
Score 25 if - Different on both sides and difference causes large problems.
Score 50 if - Different on both sides and difference causes small problems.
Score 75 if - Very little difference on both sides and difference causes only minor and intermittant problems.
Score 100 if - Same scale on both sides. No problems caused.
O42 Do you have a formal joint business plan for the relationship?

Score 0 if - No
Score 25 if - Yes on one side unknown by other side.
Score 50 if - Known by both but only paid lip service by one or other. Incompatible goals.
Score 75 if - Yes in place and mostly subscribed to by both sides.
Score 100 if - Yes fulsome and complete and agreed and actioned by both sides.
O45 Does a relationship charter or Memorandum of Understanding and Principles (MOUP) exist?

Score 0 if - No
Score 25 if - Yes but it is ad hoc.
Score 50 if - Yes and it was put together by both in series.
Score 75 if - Yes and it was put together by both, in parallel (i.e .in workshop)
Score 100 if - Yes and it was put together by both, in parallel (i.e. in workshop) using best practice template.
O47 What operational alliance metrics do you use? (As opposed to strategic or scorecard metrics?)

Score 0 if - None.
Score 25 if - Same as strategic metrics.
Score 50 if - Similar but slightly different from strategic metrics.
Score 75 if - Different but no clear link to strategic metrics.
Score 100 if - Different and clear and linking supporting role. (i.e. one leads to the other).
O51 Do you have a formal relationship project plan written down?

Score 0 if - No
Score 25 if - We have a broad idea but no details.
Score 50 if - We have a detailed plan known to very few.
Score 75 if - We have a detailed plan known to those that ned to execute.
Score 100 if - We have a detailed plan known to all with appropriate role clarification and acceptance.
S20 Are there common and shared specific objectives for the relationship? If so can you briefly describe them in the comments box?

Score 0 if - There are none
Score 25 if - We have strategic objectives and so does our partner. Each side knows what the other partners are but there is no integration.
Score 50 if - We have agreed a number of strategic objectives with our partner in a joint session/s. We also have some extra strategic objectives ourselves.
Score 75 if - We have a set of jointly agreed strategic objectives which are clear to the alliance teams on both sides.
Score 100 if - We have a set of jointly agreed strategic objectives which are clear to the alliance teams and the operational teams on both sides.
S25 What support is there from senior executives in the business for this relationship and how is this evidenced? (Please place score in Score box and evidence in Comments box).

Score 0 if - None
Score 25 if - Individual executive champions understand the value of partnering.
Score 50 if - Many executive champions understand the value of partnering.
Score 75 if - The majority of the executive team see the need for alliances and support them in concept. Individual specifics need to be explained.
Score 100 if - Support for partnering is complete, educated and comprehensive throughout executive levels.
S26 What degree of B2B strategic alignment exists and what measures were used to ascertain this? (Please place score in score box and measures in comments box).

Score 0 if - None
Score 25 if - Some alignment. We know generally about our partner's plans but they don't know ours.
Score 50 if - Good we both know each other's general direction and its probable impact on us.
Score 75 if - Very good. We have both taken the time to share detailed strategic knowledge with our partner and this allows us to be very confident that we are well placed for the future.
Score 100 if - Outstanding. We have worked together to proactively manage our future plans so that we are shaping the market together. We are perfectly placed to take advantage of future opportunities. We share R&D costs between us.
S30 Is there a common vision on all sides of the strategic intent of this relationship? If so can you articulate it in your own words. (Please place score in Score box and articulation in Comments box.

Score 0 if - Some people seem to see it the same way.
Score 25 if - Many people in the alliance functions on both sides see it the same way.
Score 50 if - Many people see it the same way in both organisations.
Score 75 if - Everybody has a clear and accurate version of the strategic direction of the relationship and where it fits in the strategy of both organisations.
Score 100 if - There is a recognised group who get together both internally and externally to share best practice regularly.
Do you have any experience of developing shared and common objectives in an alliance relationship?

Score 0 if No Knowledge
Score 25 if Slight Knowledge
Score 50 if Working Knowledge
Score 75 if Good Knowledge
Score 100 if Excellent Knowledge
Note Scores above 60/100 require evidence in the 'Comments' box to be valid.
T12 What is the partner company market position? (Why is this important to you?) Please place a score in the Score Box and your observations in the Comments box.

Score 0 if - Unknown
Score 25 if - They are a conspicuous player so they must be good.
Score 50 if - We have formally analysed their market position and it bears some relavence to our plans.
Score 75 if - We have formally analysed their market position and it bears a high degree of relavence to our plans.
Score 100 if - We have done a detailed market survey and they are poitioned in our marketing bulls-eye.
T16 – Are there clearly identified mutual needs which are satisfied in the proposed relationship? If so can you briefly describe them in the comments box?

Score 0 if - We have needs which are satisfied but we have not shared them with our partner
Score 25 if - We have shared with each other our different needs
Score 50 if - We have worked together as two aliance teams and agreed some joint needs
Score 75 if - We have worked together as two integrated companies including both alliance teams but also executive teams to agree a set of mutually agreed needs which will result in commercial value.
Score 100 if - We have worked together as two companies and identified a set of needs which are integral to our business strtegies.
T17 Is there a process for joint problem solving? If so can you describe it briefly in the comments box?

Score 0 if - Unknown
Score 25 if - Ad hoc process identified and executed in a patchy manner
Score 50 if - Problems are passed from one partner to the other
Score 75 if - There is an informal joint problem solving process which seems to work well
Score 100 if - There is a formal and documented joint problem solving process which works excellently
T19 What is the degree of partner accountability and how is this expressed? Please place your score in the Score box.

Score 0 if - None
Score 25 if - General statements of accountability in the contract - non specific.
Score 50 if - Detailed statements of accountability in the contract - very specific and focusing on technical / commercial issues.
Score 75 if - Both alliance teams have sat down and discussed partner accountability in detail. There is a clear documentation of the accountability on both sides in the charter. This is reflected in the contract.
Score 100 if - Both alliance teams have briefed all the key stakeholders from each side and there is genuine and tangible buyin at multiple levels in both organisations. There is a clear documentation of the accountability on both sides in the charter. This is reflected in the contract.
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