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
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
Co6 Do you have a relationship reward system linked to key metrics?

Score 0 if - None
Score 25 if - Ad hoc to one side
Score 50 if - Formal to one or either side but not shared
Score 75 if - Ad Hoc shared
Score 100 if - Fully costed in all alliance and partnership relationships. Rules are clear and applied consistently. Money is paid into pot available to BOTH sides equally.
Co7 What is the commercial cost of this relationship?

Score 0 if - Unknown
Score 25 if - Some costs known
Score 50 if - Direct costs known
Score 75 if - Direct and indirect costs known
Score 100 if - Direct, indirect and other costs known
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
Cu33 What degree of collaboration skills exist in this relationship on both sides and how have these skills been applied in your organisation? (Please place score in Score box and Evidence in Comments box).

Score 0 if - None
Score 25 if - Some but very little. Based on individual experiences.
Score 50 if - Good we have some formal training to help senior alliance managers develop their collaborative skills.
Score 75 if - Excellent we use collaboration as a key measure in the individual's annual assessment.
Score 100 if - Outstanding we are recognised as best in class. We teach other departments and/or organisations.
Cu34 Is there a dedicated relationship manager role identified to work on this alliance from both sides?

Score 0 if - No
Score 25 if - Yes part time on one side.
Score 50 if - Yes part time on both sides.
Score 75 if - Full time on one and part time on other side.
Score 100 if - Full time on both sides.
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.
Cu38 What degree of Business to Business cultural alignment exists and what measures were used to ascertain this? (Please score in Score box and evidence in the Comments box).

Score 0 if - We do not recognise culture as a factor in the relationship.
Score 25 if - We recognise that some cultural factors exist but we expect individuals to work through the issues.
Score 50 if - We recognise the existence of business cultures as a factor in strategic alliance relationships and have just begun to think how we may develop a common language to express this.
Score 75 if - We are advanced in our thinking on the issue of cultural alignment and we have a number of robust behavioural factors which we measure regularly to assess alignment.
Score 100 if - We have commissioned an external cultural alignment expert to help us define the differences in culture and to bridge the gaps.
O39 Do you have a defined alliance process which is followed by both sides?

Score 0 if - No.
Score 25 if - Yes but very ad hoc and not written down.
Score 50 if - Yes quite formal but some people don't apply it.
Score 75 if - Yes. Formal and most people apply it.
Score 100 if - Yes fully structured, written down and conscientiously applied.
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).
O48 What degree of business to business operational alignment exists and what measures were used to ascertain this?

Score 0 if no business-to-business operational alignment exists. Or you have no visibility of your partners operating protocols
Score 25 if you have some visibility of how your partner is organised operationally.
Score 50 if You have good visibility of how your partner is organised operationally and you have begun to take steps to communicate that structure to your own operational teams.
Score 75 if there is a robust and mature interaction between the two different operating models on both sides you interact quickly and the differences only rarely slow you down.
Score 100 if you have developed a common and joint operating protocol for this relationship which is seamless to the customer / client.
S21 What is the scope of the relationship and how has this been arrived at? Please place your score in the Score box and your comments in the Comments box.

Score 0 if - There is no defintion of the scope of the relationship. It is ad hoc and opportunistic. We go where the deals take us.
Score 25 if - We have broadly mapped some areas for interaction with our partner but they are used purely as guidelines. We tend not to stick to them rigidly.
Score 50 if - We have a clear definition of the scope of the relationship and it was agreed by the management teams on each side separately.
Score 75 if - We have a clear definition of the scope of the relationship and it was jointly agreed by the management teams on both sides in joint sessions.
Score 100 if - We have a clear definition of the scope of the relationship and it was jointly agreed by the management teams on both sides in joint sessions. In addition we have shared with our partner our overall picture of strategic alliances and where they fit in scope terms within the big picture. We know which sectors and sub sectors of regions that we will attack with this relationship.
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.
S29 What common ground rules of strategic operation have you agreed with the partner?

Score 0 if - Vague outline terms.
Score 25 if - Some specific terms viewed as golden rules.
Score 50 if - Comprehensive list compiled by both.
Score 75 if - Comprehensive fully integrated list compiled by both and referable to the business strategy.
Score 100 if - Full time on both sides.
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.
T15 To what extent does your product or service fit with your partner’s product / service offerings?

Score 0 if - Unknown
Score 25 if - Many duplications
Score 50 if - Some duplications
Score 75 if - Few duplications
Score 100 if - Completely complementary
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 and your comments in the Comments 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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