Management & Leadership Training Courses

Managing Partnerships and Strategic Alliances


This program is designed for you to learn how to create and manage a variety of strategic alliances, both domestic and international, including joint ventures, licensing agreements, buyer-supplier partnerships and consortia. Through this course we aim for you to examine the specific conditions under which alliances are preferred to other growth strategies, develop a better sense of the related costs and benefits, and leave with practical tools you can apply immediately.

Targeted Groups:

  • Business Analysts
  • Senior Government Personnel
  • Legal Advisors
  • Financial Advisors
  • Directors and Senior Management from Private Infrastructure/ Public Utility Sectors
  • Technical and Financial Consultants

Course Objectives:

  • Analyze and determine when to make, buy or ally
  • Create and manage value-adding alliances
  • Avoid common pitfalls that can lead to alliance failures
  • Negotiate before, during and after alliance agreements have been signed
  • Anticipate critical legal, financial and operational issues in alliances
  • Manage complex, multiple alliance initiatives within your organization

Course Content:

Unit 1: Promises and Pitfalls of Alliances

  • Evaluate risks and returns
  • Avoid alliance failure factors
  • Increase the probability of successful alliances
  • Address the challenge of cooperation among large numbers of partners

Unit 2: Make, Buy or Ally

  • Know when to use alliances as a business development vehicle
  • Protect your company’s interests strategically and contractually
  • Detect when your partner has a win/lose orientation
  • Understand the role of alliances in the network economy

Unit 3: Alliance Decisions and Capabilities

  • Change your status from vendor to partner
  • Develop an alliance capability across the organization
  • Structure an alliance for organizational learning
  • Create alliances within an organization
  • Improve alliance management capabilities

Unit 4: Economic and Governance Issues

  • Deal with cultural differences in alliances, especially in emerging economies
  • Map competitors’ alliances
  • Implement a framework for stakeholder analysis

Unit 5: Analyzing and Designing Joint Ventures

  • Discuss strategic and operational considerations
  • Anticipate critical legal, accounting and financial issues
  • Find value in cooperation
  • Anticipate conflict and instability when your company has multiple alliances

Management & Leadership Training Courses
Managing Partnerships and Strategic Alliances (ML)


Mercury dynamic schedule is constantly reviewed and updated to ensure that every category is being addressed at least once a month, if not once every week. Please check the training courses listed below and if you do not find the subject you are interested in, email us or give us a call and we will do our best to assist.