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Creating and Managing Successful Internal and External Business Alliances 

  Ms. Larraine Segil

Time Allocation - Topics

15% The Elements of a business relationship - whether internal or external 20% Research on why 60% of business relationships fail – and how to make them succeed 20% Common Approaches to both internal and external relationships • The Life Cycle • Compatibility issues • Communication issues - blame, interests analysis, Pareto frontier, Decision tools • Knowledge transfer issues 15% Structures of business relationships • External • Internal 15% Processes to plan, form, operate, review all business relationships - the PFOR Approach • Planning • Formation • Operation • Review 15% Metrics • The Four Quadrants of measurement for all relationships • Summary

Seminar Description

Relationships across functions, divisions and organizational silos, are often more challenging than those external to the organization. This program addresses both internal and external business relationships. The participants will role play and examine real life issues within their own organization, and can apply the tools to both internal and external relationships. Common issues such as compatibility, differences in decision making approaches, communication, conflict resolution and more are addressed for attendees who are in management as well as those who are in the middle of the organization and often have little choice as to who they can partner with, whether internal or external. A deliverable of the program will be a clear understanding of how the life cycle of the relationship can cause different types of behavior to manifest and how certain simple techniques can help parties resolve issues amicably and with an ability to ‘stand in the other’s shoes’. For those who are interested in external more complex alliances, Segil will address business alliances with suppliers, customers and other partners and the processes that work best in planning, forming, operating and reviewing them.
Guide to Participant Selection















Senior Executive
(Pres, Exec & Sr VP)
2 2 1 2 2 2 2 1 2 2 2 2 2

(VP & Gen'l Mgr)

1 1 1 1 1 1 1 1 1 1 1 1 1
Senior Managers
(Div & Reg. Mgrs)
1 1 1 1 1 1 1 1 1 1 1 1 1
Middle Managers
& Superintendents
3 3 3 3 2 3 3 3 3 3 3 3 3

1 indicates primary target audience.
2 indicates a good fit if the level of material is appropriate.
3 indicates (in the opinion of the institute and the faculty) very limited applicability.


All Sessions for this faculty member have been completed for this year. Please check back again soon.