Alliance Management Expertise, Partnering Frameworks and Tools, Collaborative Leadership

Partnering at the Speed of Business
1. Partnering Guide / December 28th, 2017
AUTHORS: Jan Twombly and Jeff Shuman

Speed is the new currency of business, says Marc Benioff, Chairman and CEO at Salesforce. And he’s spot on!

The increased need for speed is the key point underlying Bain’s Firm of the Future practice, “Success depends on how firms deliver the benefits of scale and intimacy better and faster to customers.” What is unsaid is that because of the complexity of the technologies and the domain expertise required to apply them within specific use cases, it takes an ecosystem of partners—and probably not the same ones you’ve been partnering with to service enterprise customers with traditional solutions—or where the purpose of the partnership was for balance of trade.

For example...
Beyond the Pill Strategies: Biopharma Partnering's Next Frontier
2. Thought Leadership / September 11th, 2017
Beyond the Pill imageAUTHORS: Jan Twombly and Jeff Shuman
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Three trends – new technologies, shifting economics, and empowered patients – are disrupting biopharma’s traditional business model. Smart biopharma companies are responding by embracing a holistic “beyond the pill” approach to the future.

For most biopharma companies, beyond the pill is largely a defensive strategy aimed at justifying or preserving pricing or perhaps gaining reimbursement in any amount. If prognosticators are correct, this bundle of product, services, and data (typically referred to as a solution) will be required for receiving regulatory approval in the not-to-distant future. The bundle may even be part of a single label.

Opportunities to create, deliver, and capture value abound across the value chain. All require partnering. Biopharma partnering and alliance professionals should dive in, head first.
Success through the Biopharma Channel at the ASAP Biopharma Conference
4. News and Events / September 1st, 2017

biopharma imageThe Rhythm of Business is pleased to once again announce our sponsorship of the ASAP Biopharma Conference, the leading conference for life science partnering professionals. This year, we are sharing some of our learning about driving commercial success with local partners, applying some of the lessons learned in the world of information technology.  

In high-tech, the last mile to the customer includes “channel partners” or “resellers.” This is also the case in biopharma – although it is rarely described as a channel.  Leveraging techniques high-tech companies have successfully utilized, we’ll examine practices biopharma companies are adopting to better align with their partners and drive success by ensuring their partners are successful.

Learn what it takes to make your company stand out and be top of mind when it comes to serving patients through the biopharma channel. Educate and engage key stakeholders in adopting your critical processes such as compliance, pharmacovigilance, supply chain, and quality. Help partners leverage your resources and achieve mutual success.

Learn more about the conference and register. It is an event not to be missed!

Outsourced Service Providers or An Ecosystem of Strategic Partners?
1. Partnering Guide / August 30th, 2017
AUTHOR: Jan Twombly
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The July/August issue of Pharmaceutical Outsourcing features our recent article on building the mindset, skillset, and toolset to collaborate with providers—and maximize the performance of your biopharma ecosystem.


The article highlights Forma Therapeutics, a quickly growing integrated drug discovery and development company, that has a very collaborative and innovative culture that clearly works to its benefit. The Company just announced an extension of its 2014 collaboration with Celgene to “evaluate additional therapeutic candidates across important emerging target families in the areas of protein homeostasis, inflammation & immunology, and neurodegeneration...
Into the Vortex: Leading the Power to Partner Everywhere – Presentation at Strategic Alliance Management Congress
2. Thought Leadership / May 9th, 2017
AUTHOR: Jan Twombly
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Biopharma partnering professionals, access our presentation from the May 2017 Strategic Alliance Management Congress.

Partnering is ubiquitous. It is happening everywhere in every function of a biopharma company. New partners often come from unexpected places. An ecosystem perspective is required to address new challenges and keep traditional alliances and collaborations on track. Explore the implications on how alliance processes must adapt and evolve – from partnering models to governance and measurement. Understand the new mindset and skillset required for alliance managers to succeed now that partnering is everywhere.
ASAP Global Alliance Summit Presentation – Think Horizontal: Reimagining Partnering Practices as Digital Business Transformation Becomes Reality
2. Thought Leadership / April 3rd, 2017

AUTHORS: Jan Twombly and Jeff Shuman
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Companies are transforming and digitally enabling their business models in a variety of ways leading to new value for customers, stockholders, and stakeholders. Partnering is essential to this transformation – and partnering models are also evolving to reflect a shift to consumption and outcomes-based business models. It is not uncommon for 5 – 7 partners to be involved in the discovery, development, and deployment of industry-specific, turn-key solutions to customers.

Add to this the fact that in this new world the roles of companies may shift as the solution moves from get-to-market to go-to-market. Different business units may be involved, crossing as many internal boundaries as external ones. This breaks existing partner models and practices in many ways – from establishing and aligning value propositions to governance, communication, measurement, and agreements.

Every component of the partner journey must be reimagined to accommodate the network of partners that agilely assembles in a blend of structures ranging from loosely to tightly coupled and requiring no-touch to high-touch support.

Download our presentation from the 2017 ASAP Global Alliance Summit to understand how to reimagine your partnering practices for the speed, scale, and scope required for digital business transformation.

The Partner Everywhere Imperative: A Practitioner’s Guide – As Published in Strategic Alliance Magazine
2. Thought Leadership / March 1st, 2017
AUTHORS: Jan Twombly, Jeff Shuman, and Lorin Coles
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The business transformation promised by the fourth industrial revolution is not possible without a partnering everywhere capability. Adapted from our e-book The Power to Partner Everywhere, this article from Strategic Alliance Magazine highlights the five design principles that get you started on the capability building journey that produces measurable business outcomes.
It is Within Your Reach: The Power to Partner Everywhere
1. Partnering Guide / December 8th, 2016
AUTHOR: Jan Twombly

Everywhere – In every place or part; in all places. The power to partner everywhere means that throughout your business, wherever it engages with external partners, the mindset, skillset, and toolset to partner well are infused in the culture, ingrained in behavior, and integrated into how work gets done.


Building this capability is an urgent organizational imperative. You need it to benefit from the transformation heralded by the technologies of the fourth industrial revolution. The economic and human value these technologies are expected to produce is huge – as much as $11 trillion per year from the Internet of Things, just one such technology. The relationship with the customer is being upended and business processes and business models are being reshaped by these technologies. But no one company can do it alone.  The speed, scale, and scope of partnering required today are unprecedented. Partnering is ubiquitous. To benefit, you need a next generation partnering everywhere capability.

The Power to Partner Everywhere: Why You Need It, What It Is, How to Build It, the latest publication from SMART Partnering,TM a venture of The Rhythm of Business and Alliancesphere,...
The Power to Partner Everywhere: Why You Need It, What It Is, How to Build It
2. Thought Leadership / December 8th, 2016
AUTHORS: Jan Twombly, Jeff Shuman, and Lorin Coles
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It is a time of experimentation. There is little guidance for companies to follow. Few are familiar with what to do. Fewer are prepared to execute.

The Power to Partner Everywhere: Why You Need It, What It Is, How to Build It, the latest publication from SMART Partnering,TM a venture of The Rhythm of Business and Alliancesphere is your guide to designing and building this capability. It is the central organizational imperative of our time.

Companies need a next generation partnering everywhere capability to benefit from three trends that are upending the relationship with the customer, reshaping business processes, and disrupting business models. We outline five design principles to get you started on this journey, which must be championed and owned by the executive suite.

However your company is preparing for the impact of digital business transformation, a next generation partnering everywhere capability is essential for your success.
The Ubiquity of Partnering and Why Every Company Needs the Ability to Partner Everywhere
1. Partnering Guide / October 13th, 2016
AUTHORS: Jan Twombly and Jeff Shuman


Maybe it is starting to sink in. Just maybe it is starting to be understood. The ways and the depth with which we connect with others, connect our organizations, and share data, knowledge, and experience are driving business, societal, and personal value. This means managing external collaborative relationships well – a.k.a. partnerships and alliances – makes a difference in the outcomes we get!

Here are two recent studies that see the light: 

...
Mastering the Speed, Scale, and Scope of Partnering for the Connected Ecosystems of the Fourth Industrial Revolution: As Published in Strategic Alliance Magazine
2. Thought Leadership / September 21st, 2016
AUTHORS: Jan Twombly, Jeff Shuman, and Lorin Coles
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Our cover story article in the Summer 2016 edition of Strategic Alliance Magazine highlights some of the ways in which partnering practices must change to keep pace with the exponential rate of business transformation unleashed by the technologies of the Fourth Industrial Revolution. It necessitates rethinking the rules of partnering and taking an ecosystem perspective to building partnering capability. Those that don’t will be leaving value on the table at best – and at worst may find itself left behind.
Taking a Horizontal Approach to the Vertical Partnering Challenge of IoT
1. Partnering Guide / July 25th, 2016
AUTHOR: Jan Twombly and Jeff Shuman
 

Our previous blog post stated that partnering could be either the connective tissue or the Achilles’ Heel of a company’s efforts to capitalize upon the tremendous opportunities offered by the Internet of Things (IoT)--and all the technologies enabling the digitization of business, the shift to everything as a service (XaaS), and outcomes-based business models. We said that smart companies are rethinking their partnering practices from the customer back – and finding that what they’ve been doing is no longer sufficient for the speed, scale, and scope of partnering today.

At the crux of the issue is that in order to deliver the turnkey solutions customers require, companies need the ability to assemble just the right mix of partners for that customer scenario – and hope that can become a replicable industry use case, relevant for many more customers without tremendous customization. The path for achieving this appears to be a targeted and precise vertical focus.

...
It is Time to Think Differently - Taming the Complexity of IoT Partnering
1. Partnering Guide / May 3rd, 2016
AUTHORS: Jan Twombly and Jeff Shuman
 

The Internet of Things (IoT) is upending partnering “best practices.” One practice is clear: no company succeeds alone. It takes an ecosystem.

This is partnering at a scale, scope, and speed unprecedented until now. It requires creativity and bold experimentation. Companies must learn quickly, iterate strategies, manage complexity, and try new models for value creation, delivery, and capture.

“We know how to partner. We’ve been doing it for 20 years.” These are deadly words when said about partnering for the Internet of Things....

Designing Minds Want to Know
1. Partnering Guide / April 6th, 2016
AUTHORS: Jan Twombly and Jeff Shuman


In a recent appearance at the Boston College CEO Club, GE’s Jeff Immelt remarked that one of the reasons GE is moving its headquarters to Boston is that he wants to be in the “sea of ideas” driving the innovation and change that surrounds the industrial internet. In his words, he wants people “terrified and paranoid” because all the innovation and change around them could make them obsolete if they don’t evolve and grow, too.

While some may consider this an overstatement, there is enough change happening in business models, strategies, operations, and how leading companies execute for success to give us pause and ask:

Shouldn’t partnering models and practices evolve, too?

...
Does Your Company Have the Power to Partner Everywhere?
1. Partnering Guide / February 29th, 2016
AUTHORS: Jan Twombly and Jeff Shuman


If it is March it must be time for the ASAP Global Summit! This year’s conference – the last one for which Jan is leading the programming, stepping down from the role after 7 years – is organized under the theme of Partnering Everywhere: Leadership for the Ecosystem. The programming committee chose this theme because of how pervasive partnering has become across the enterprise and the diversity of business and partnering models that are developing across all industries. Businesses are partnering with companies and institutions never thought about previously. Cross-sector and multipartner arrangements are proliferating. Value is not just financial; it is multifaceted and evolves uniquely as each partnership matures.

Success in ecosystem partnering is not happenstance—it takes careful design. Three components—strategy, governance, and execution—must work together seamlessly to give your organization the partnering capability it requires today.

At The Rhythm of Business and in the work of the transformation-focused SMART Partnering™ Alliance with Alliancesphere that we announced at the 2015 ASAP Global Summit, we are confronting this challenge head on....

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