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A Better Way to Manage Alliances
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3/9/2010
When: March 9, 2010
6:00pm - 9:00pm
Where: Daniel Ritchie Boardroom, HRTM building, University of Denver
2044 E Evans Ave
Room 344
Denver, Colorado  80210
Contact: George Tyler

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Does managing your strategic alliance drain your energy and weigh you down? Being an alliance manager is arguably the toughest and most unique job in all of business, one without direct comparison. Nothing compares to the challenges and complexities of trying to get two highly competitive organizations to collaborate and create value.

This evening’s session will feature two unique and complementary perspectives on the use of principles in managing strategic alliances. HP and Canon have a unique and long-lasting alliance in laser printing — one that has been run for over 25 years based on adhering to six principles through which both sides filter all decisions. These two companies manage a multi-billion dollar business with a high degree of trust, respect and mutualism. Not only that, the relationship has stood the test of time during the tremendous changes in the computing and printing ecosystem.

John Crandall, Director of Strategic Alliances HP, will share the story of how this alliance came to be, the framework for how the two companies work together, and insight into how this approach contributes to growing both companies’ business. Industry studies show that over half of all alliances fail to create their expected value and half of these failures are due to poor relationships. J

oe Kittel, SPiBR.org, has worked in strategic alliance development for over 20 years. He brings a bold and unique spiritual-based perspective to his work with individuals and corporations. Joe will explore the role of strategic alliance manager from a thought-provoking perspective. He will present clear compelling logic for the need for non-traditional approaches to problem solving and professional development. Joe will share insights from 16 years of hands on experience as a strategic alliance manager and five years as a consultant and coach.

Both sessions will give you ideas on how to better handle the ambiguity inherent in the alliance management profession. Join us for networking and a lively discussion.

John Crandall manages strategic software alliances in HP’s Imaging and Printing Group. He has focused over the last eight years on developing win-win business engagements with partners in many areas including: technology development, intellectual property management and innovative business processes.

Joe Kittel has developed and managed strategic alliances for over 16 years at Hewlett-Packard. He has established strategic alliances with nearly every high-tech company and nearly every form of business relationship. Joe’s book Spiritual Principles in Strategic Alliances and whitepaper Building Trust in Strategic Alliances have both been selected as best practices by the Association of Strategic Alliance Professionals. He helped establish HP’s corporate-level strategic alliance with Microsoft and most recently established a strategic alliance between HP’s printing business and SAP in Walldorf, Germany valued at $1.2B a year. Over the past 4 years he has coached and consulted to alliance managers and corporations, most notably with Intel’s alliance managers in Munich and London.

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