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5E - Alliance Programme - We have a fully effective and efficient alliance programme that delivers high commercial returns on time and on budget to previously set milestones.| Opinion: .Strongly Disagree.*5D - Cost Value Ratio - We fully understand both the costs and the value of our alliance programme and the value far outweighs the costs.| Opinion: .Strongly Disagree.*5C - Cost of Alliance Sales - We know exactly the cost of each alliance sale and it is far lower than the cost of our direct sales.| Opinion: .Strongly Disagree.*5B - Partner of Choice - Our partners regularly choose to work with us in preference to our competitors.| Opinion: .Strongly Disagree.*5A - Gross Alliance Revenue - Alliance revenue currently exceeds our original expectations.| Opinion: .Strongly Disagree.*4E - Operational - We have an efficient and effective set of operational metrics that we use to assess individual alliance performance.| Opinion: .Strongly Disagree.*4D - Cultural - We have an efficient and effective set of cultural metrics that we use to assess individual alliance performance.| Opinion: .Strongly Disagree.*4C - Strategic - We have an efficient and effective set of strategic metrics that we use to assess individual alliance performance.| Opinion: .Strongly Disagree.*4B - Technical - We have an efficient and effective set of technical metrics that we use to assess individual alliance performance.| Opinion: .Strongly Disagree.*4A - Commercial - We have an efficient and effective set of commercial metrics that we use to assess individual alliance performance.| Opinion: .Strongly Disagree.*3E - Sales Cycle Connection - We are fully connected with our partners during the sales cycle.| Opinion: .Strongly Disagree.*3D - Joint Pursuits - We identify joint pursuit opportunities with our partners regularly.| Opinion: .Strongly Disagree.*3C - Opportunity Tracking - We track and manage opportunities with our partners very effectively.| Opinion: .Strongly Disagree.*3B - Onboarding - We have an accelerated onboarding process which makes our partners effective very quickly.| Opinion: .Strongly Disagree.*3A - Recruitment - We have an extremely efficient and effective partner recruitment process.| Opinion: .Strongly Disagree.*2E - Platform - We have an alliance management 'platform' of tools, templates and procedures which fully spports and enhanced our partnering efforts.| Opinion: .Strongly Disagree.*2D - Products / Services - We have successfully launched one or more joint products or services with our partners in the last six months.| Opinion: .Strongly Disagree.*2C - Programme - We have a comprehensive and complete alliance programme with clear performance milestones which is fully budgeted and has clear commercial targets.| Opinion: .Strongly Disagree.*2B - Procedures - We have a fully effective and complete set of alliance procedures in our organisation.| Opinion: .Strongly Disagree.*2A - People - The level of alliance and partnering skills demonstrated by our people is of the highest calibre.| Opinion: .Strongly Disagree.*1E - Head Office / Regional Interaction - The alliance interaction between Head Office and Regional Offices is fully effective.| Opinion: .Strongly Disagree.*1D - Organisation Structure - Our organisation is structured to fully support the concept of alliances.| Opinion: .Strongly Disagree.*1C - Leadership Guidance - Leaders in our organisation regularly provide alliance guidance to staff.| Opinion: .Strongly Disagree.*1B - Leadership Commitment - The senior leadership team take practical steps to reinforce the commitment to alliances.| Opinion: .Strongly Disagree.*1A Leadership Attitude - There is total support for the concept of alliances in our organisation. The senior leadership team are unanimous in their belief that alliances are critical to our future growth.| Opinion: .Strongly Disagree.*Do you have any experience of designing alliance processes?

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| Benchmark: .Strongly Disagree.*Do you have any experience of developing business to business cultural alignment between your own and your partner's companies?

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| Benchmark: .Strongly Disagree.*Do you have any experience of addressing cultural issues (either personal or organisational) in alliances?

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| Benchmark: .Strongly Disagree.*Do you have any experience of developing joint decision making processes?

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| Benchmark: .Strongly Disagree.*Do you have any experience of developing an Alliance Centre of Excellence?

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| Benchmark: .Strongly Disagree.*Do you have any prior experience of being dedicated to a single alliance relationship? If so can you describe it and your role?

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| Benchmark: .Strongly Disagree.*Do you have any identified collaborative personal skills? If so can you explain how you developed them?

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| Benchmark: .Strongly Disagree.*Do you have any experience of developing a company's collaborative corporate mindset or alliance maturity?

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| Benchmark: .Strongly Disagree.*Do you have any experience of collaborative negotiation (As opposed to Adversarial Negotiation)?

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| Benchmark: .Strongly Disagree.*Do you have any experience of examining alliances costs in detail?

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| Benchmark: .Strongly Disagree.*Have you ever linked alliance reward systems to alliance balanced scorecards?

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| Benchmark: .Strongly Disagree.*Have you ever developed an alliance balanced scorecard to measure a balanced set of key alliance metrics?

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| Benchmark: .Strongly Disagree.*Have you conducted any Alliance Audits?

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| Benchmark: .Strongly Disagree.*What knowledge and / or experience do you have of constructing appropriate alliance contracts or business structures?

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| Benchmark: .Strongly Disagree.*What knowledge and / or experience do you have of choosing suitable partners?

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| Benchmark: .Strongly Disagree.*Do you have any experience of developing alliance cost / value models?

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| Benchmark: .Strongly Disagree.*What experience do you have in constructing Joint Business Value Propositions with Partners?

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| 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.*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.*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.*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.*

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