Technology enabling business – Developing a global strategic alliance

Overview:

Our client had just entered into a complex global alliance that encompassed a full range of activities, from selling to each other, through to the development of compelling joint “Go to Market” propositions for home and international markets. Bridge was asked to support the development of the team responsible for growing business with the strategic alliance partner, enabling a shift from traditional selling methods towards true collaboration.

Our approach:

The first step was to benchmark the team, comparing their capabilities and level of development against those for high performing teams within the sector. Through individual and group working sessions we then established programme of individual and team development, to be rolled out over an intensive period. The programme included the activities needed to form a suite of compelling business centred value propositions that met the needs of the strategic alliance partner and the route maps that defined how the team would work with the partner to deliver the propositions.

Outcome:

The development programme addressed the strengths and weaknesses within the team providing a valuable tool for the executives. A powerful platform was established to enable the shift from traditional methods of selling towards a collaborative partnership approach and shape the team’s development. When shared with the partner the value propositions formed the basis for a deeper dialogue that has led to significant business for our client.