mike.nevin@alliancebestpractice.com*Mike Nevin*Alliance Best Practice Ltd*Alliance Best Practice Ltd*Test Company*Alliance Best Practice Ltd*2

O48 - Operational Alignment - We have a high degree of operational alignment with our partner.| Opinion: .Strongly Disagree.*O47 - Operational Metrics - We have a set of operational metrics which effectively drive the partnership on a month to month basis.| Opinion: .Strongly Disagree.*O45 - Partnership Charter - We have a single document which describes all key aspects of the partnership.| Opinion: .Strongly Disagree.*O42 - Business Plan - We have a fully costed and comprehensive business plan for our partnership.| Opinion: .Strongly Disagree.*O39 - Partnership Processes - We have a full and complete set of partnersing processes which are consistently followed.| Opinion: .Strongly Disagree.*Cu38 - Cultural Alignment - There is a high degree of cultural alignment between the partnering companies.| Opinion: .Strongly Disagree.*Cu36 - Joint decision making with the partner/s is excellent.| Opinion: .Strongly Disagree.*Cu34 - Dedicated Resources - There are ample resources dedicated to this partnership.| Opinion: .Strongly Disagree.*Cu33 - Collaboration Skills - There is a high degree of collaboration skills exhibited in the partnership.| Opinion: .Strongly Disagree.*Cu31 - Trust - There is a high degree of trust in the partnership.| Opinion: .Strongly Disagree.*S30 - Common Vision - There is a clear and common vision for the relationship.| Opinion: .Strongly Disagree.*S29 - Governance Model - We have a comprehensive governance model in place.| Opinion: .Strongly Disagree.*S26 - Strategic Alignment - We are completely aligned with our partner's business strategy.| Opinion: .Strongly Disagree.*S25 - Senior Executive Support - There is a very high degree of senior executive support on both / all sides of the partnership.| Opinion: .Strongly Disagree.*S21 - Scope - The scope of the partnership is very clear.| Opinion: .Strongly Disagree.*T19 - Partner Accountability - We have a high degree of accountability with our partners.| Opinion: .Strongly Disagree.*T17 - Joint Problem Solving - We solve problems openly, quickly and effectively with our partners.| Opinion: .Strongly Disagree.*T16 - Mutual Needs - We have a range of mutual needs with our partner which are fully satisfied by the alliance.| Opinion: .Strongly Disagree.*T15 - Product / Services Overlap - Our products and / or services are completely complimentary with our partner. There is no overlap.| Opinion: .Strongly Disagree.*T14 - Market Fit - We have one or more joint offerings that are innovative and are market leaders.| Opinion: .Strongly Disagree.*Co8 - Commercial Benefit - Alliance Benefits (both direct and indirect) are fully understood| Opinion: .Strongly Disagree.*Co7 - Alliance Cost - Alliance Costs (both direct and indirect) are fully understood| Opinion: .Strongly Disagree.*Co6 - Incentive Scheme - We have an attractive incentive scheme to encourage our partner to sell joint offerings.| Opinion: .Strongly Disagree.*Co5 - Alliance Balanced Scorecard - We have an extensive jointly agreed alliance balanced scorecard which is used at our Quarterly Business Reviews (QBRs). We have a full range of measures (ie Commercial, Technical, Strategic, Cultural and Operational).| Opinion: .Strongly Disagree.*Co1 - We have a number of joint products / services and they are selling very well. We are looking to develop more.| Opinion: .Strongly Disagree.*Have you conducted due diligence to identify suitable candidate partners? If so can you identify in the Comments box the criteria that were used?

Score 0 if - None conducted
Score 25 if - We assessed Financial aspects only
Score 50 if - We assessed both financial and strategic aspects
Score 75 if - We assessed a range of dimensions consistent with our risk mitigation and control strategies.
Score 100 if - We conducted a full and complete due diligence with the full support of the partner concerned.| Benchmark: .Strongly Disagree.*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.| Benchmark: .Strongly Disagree.*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| Benchmark: .Strongly Disagree.*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.| Benchmark: .Strongly Disagree.*How will control be shared and exercised in the relationship between the contributing parties?

Score 0 if - None
Score 25 if - Ad hoc statements identified
Score 50 if - Triggering situations identified but no rules applied.
Score 75 if - Triggering situations identified and some rules applied inconsistently.
Score 100 if - Fully investigated, categorised and documented with appropriate binding rules.| Benchmark: .Strongly Disagree.*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| Benchmark: .Strongly Disagree.*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.| Benchmark: .Strongly Disagree.*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| Benchmark: .Strongly Disagree.*T13 What is your own company market position? (Why is this imporatnt to the Partner?) Please place your score in the Score Box and Your Observations in the Comments Box.

Score 0 if - Unknown
Score 25 if - Known only to senior management. But will tell us if asked.
Score 50 if - We know but nobody else in the organisation does.
Score 75 if - Scattered knowledge throughout the organisation.
Score 100 if - Known in detail in our company, clearly communicated and understood.| Benchmark: .Strongly Disagree.*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.| Benchmark: .Strongly Disagree.*Have you performed a valuation of the assets of this relationship?

Score 0 if - No
Score 25 if - Yes but only simply looking at capital costs.
Score 50 if - Yes looking at capital and revenue costs.
Score 75 if - Yes trying to apportion a cost to nebulous issues.
Score 100 if - Yes in detail including IPR, learning, innovation and speed to market| Benchmark: .Strongly Disagree.*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.| Benchmark: .Strongly Disagree.*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.| Benchmark: .Strongly Disagree.*S28 Do you have any other relationships with the same partner?

Score 0 if - Some
Score 25 if - Quite a few
Score 50 if - Many and integrated.
Score 75 if - Many that are integrated with each one showing a high degree of synergy with each other.
Score 100 if - Outstanding we are recognised as best in class. We teach other departments and/or organisations.| Benchmark: .Strongly Disagree.*S27 How does this relationship fit on the strategic business path?

Score 0 if - It doesn't but its important tactically so it outweighs the need.
Score 25 if - It does fit but it will mean major concessions in the plan.
Score 50 if - It fits and it will mean only minor concessions in the plan.
Score 75 if - It fits perfectly with no concessions.
Score 100 if - Outstanding we are global leaders and alliances pervade everything we do.| Benchmark: .Strongly Disagree.*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.| Benchmark: .Strongly Disagree.*What exit strategies have been identified?

Score 0 if - None
Score 25 if - Ad hoc statements identified
Score 50 if - Triggering situations identified but no rules applied.
Score 75 if - Triggering situations identified and some rules applied inconsistently.
Score 100 if - Fully investigated, categorised and documented with appropriate binding rules.| Benchmark: .Strongly Disagree.*What degree of tactical and strategic risk is involved in this relationship? (What happens if it doesn’t go ahead?).

Score 0 if - Unknown
Score 25 if - High tactical and Strategic risk.
Score 50 if - Low tactical but high strategic risk.
Score 75 if - Low on both but one or either breaches minimal standards..
Score 100 if - Fully investigated and objctively categorised as minmal risk in either category.| Benchmark: .Strongly Disagree.*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.| Benchmark: .Strongly Disagree.*How are issues escalated?

Score 0 if - Unknown
Score 25 if - They aren't we avoid issues.
Score 50 if - They are escalated formally and a blame culture is created.
Score 75 if - They are escalated and we try not to develop a blame culture.
Score 100 if - They are escalted openly and we have no blame culture. We learn from our mistakes in the realtionship.| Benchmark: .Strongly Disagree.*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.| Benchmark: .Strongly Disagree.*O50 What degree of internal alignment exists?

Score 0 if - Unknown
Score 25 if - minimal. Some key stakeholders identified but not all.
Score 50 if - Reasonable. Some Key Stakeholders identified but very little co-ordination of views.
Score 75 if - Good quite comprehensive and good integration of views. But some key stakeholders still not fully aligned.
Score 100 if - Excellent. All key stakeholders identified and fully aligned.| Benchmark: .Strongly Disagree.*Do you have a process for generating exponential breakthroughs or innovation in the relationship

Score 0 if - No
Score 25 if - No formal one but we have seen ad hoc ones but can't replicate them.
Score 50 if - We have a n ad hoc process and have replicated some but with great effort.
Score 75 if - We have an ad hoc system which has produced many exponential breakthroughs.
Score 100 if - We have a formal process which regularly produces exponential breakthroughs consistently.| Benchmark: .Strongly Disagree.*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.| Benchmark: .Strongly Disagree.*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).| Benchmark: .Strongly Disagree.*

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