INTRODUCTION NEXT GENERATIONS GROWTH STRATEGIES WHAT IS TOTAL CHEMICAL MANAGEMENT? WORLDWIDE PAPER SEGMENT PERSPECTIVE CRITICAL SUCCESS FACTORS OF TCM ACTION STEPS TO GET INVOLVED IN A “TOTAL CHEMICAL MANAGEMENT” SOURCING RELATIONSHIP MARKET TRENDS IN OUTSOURCING CONTRACT FOR RISK AND REWARD HOW DO WE KNOW WE ARE DOIG WELL? CREATING WINNING PROPOSALS COMMON PITFALLS INTERVIEW ZUCAMOR’SCONTRACT SUGGESTED POINTS TO IMPROVE ZUCAMOR’S RELATIONSHIP INCOME STATEMENT (ZUCAMOR) BUSINESS MODEL DEFINITION BIBLIOGRAPHY
Introduction What is Partnering, Strategic Alliances and Joint Ventures?
Partnering Partnering – we hear a lot about it, but if you aren’t willing to be a partner in your purchasing, you are not ready to ask your customers to trust you in that role...walk in their shoesfor a moment. Basics Of Partnering The first group are the people and companies we expect to work with in a cooperative manner.While the second group is perhaps not actually adversarial, everyone is looking out for themselves. This group defines the old “dog eat dog” style of doing business. The first step to partnering, however, is to regognize the different styles and their impact on howbusiness is conducted. Partnering cannot simply be imposed on a business relationship, it takes time for the individual players to become ready, and partnering requires the involvement (not mere participation) of both sides. Partner In Their Shoes Partnering is a bi-directional process. Better appreciate what your supplier and customer partners are thinking and feeling. When your supplier says “Trustme”, you can better appreciate how your customers feel when you say “Trust me”. Trust You Or Not? You would probably love to have the benefits of a partnering relationship with your customers, but do you appreciate that partnering requires you to actually look out for their best interests? That might occasionally involve recommending that they buy from your competitor when that is their best choice.Partnering is a process of building (and deserving) trust. Sometimes the way they have decided to purchase (or generally do business) makes partnering virtually impossible. Partnerships are here today. In fact, if one were to poll the top one hundred business leaders in any industry, we are sure, they all would agree that partnerships are an absolute necessity in today’s business climate. There aremany reasons for this situation: • The demise of the vertical corporation • The globalization of markets, • The complexity of the business climate, and • The rapid pace of technological change. The dilemma is:”nothing is quite as necessary,or quite as elusive,as a sucessful partnership” Its is important to recognize that there are at least two distanctly different classes of partnerships: onebetween two sellers and one between a buyer and seller.
Partnering Between Two Sellers The common element in partnering examples is the companies desire to expand some element of their business because they know “no one can do it all”. There are several questions to ask when considering partnering in this way: 1. What are the overlaps in capability?Typically,the less overlap,the easier it will beto obtain alignment from the respective organizations and their management. 2. Do both companies intend to pursue the same markets and customers?If there is a preexisting desire on the part of each company to independently pursue the same markets and customers there will be considerably less friction among the sales staff over joint approaches to the market. 3. Who controls the customer? Controlof the customer is always an issue, but it becomes even more emotional when both “partners” have a strong marketing culture.It is one of the reasons because is suspected that most often seller to seller partnerships are unsuccessful . Indeed,this is the reason why many sucessful alliances result in mergers or acquisitions.With a merger or acquisition there is only one marketing organization...