Creating a Successful Client Alliance

We strongly believe that our key business principles must support healthy and successful client alliances. In our view, well-conceived alliances begin with certain characteristics that motivate both sides. The ingredients below are what we believe contribute to successful partnering:

• Critical Driving Forces. There must be essential strategic forces that push the alliance partners together. Without these forces, there is no reason for an alliance.
   

• Growth Opportunity. Is there an excellent opportunity to secure access to new markets, information, technology, or products and services? Does one partner have the know-how and reputation to make the opportunity a reality?
   

• Strategic Synergy. Always look for complementary strengths in a potential partner. For the alliance to succeed, the two partners should have more strength when combined than they would have independently. Mathematically stated, it must be "1+1=5." If it isn't, walk away.
   

• Great Chemistry. Your company must have the managerial ability to cooperate efficiently with another company, which in turn must have an equally cooperative spirit. There must be a high level of trust so executives and investment partners can resolve difficulties.
   

• Win-Win. All members of the alliance must see that the structure, operations, risks and rewards are fairly apportioned in the relationship. Fair apportionment prevents dissension.
   

• Operational Integration. Beyond a good strategic fit, there must be careful coordination at the operational level where plans and projects are implemented.
   

• Sharp Focus. There is a strong correlation between success of a customer/vendor relationship and clear overall purpose, concrete objectives, timetables, lines of responsibility and measurable results.
   

• Commitment and Support. Unless top and middle management are highly committed to the success of the relationship, there is little chance of success.
   

• Return On Investment. Should capital be invested we believe that it should generate future asset growth for all parties. Risk deserves reward.

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