- 05 Sep 2021 Dubai
In today’s increasingly complex commercial environment, it is becoming rarer for any one organisation to completely satisfy a client’s requirements. As a result, either customers create a complex supplier ecosystem which can incur significant costs and risks, or they seek to find supplier alliances where the different components of the complex solutions required are provided by individual organisations working closely in partnership to bring their unique skills and capabilities to bear in a collaborative fashion.
As a result, sales, service and development teams from different organisations often find themselves cooperating with their peers from another organisation. These cross organisational relationships are frequently with those they may have also supplied to, been customers or even competitors of in a different context.
Organisations that proactively address the challenges that this complex ecosystem of alliance, partnering and “co-opetition” are typically highly successful in creating value for themselves, their partners and clients.
Conversely, those who do not see this as a strategic challenge to be welcomed, frequently find that they are overwhelmed by the complex and competing purposes, strategies and objectives of the environment they unwittingly find themselves in.
This course addresses the needs of organisations who are seeking to maximise their abilities to form effective, productive and value creating partnerships and alliances with others.
Who Should Attend
This course is designed for anyone that is involved in, leading or part of the team that is leading and who needs to understand the dynamics, strategy and demands of successful partnerships and alliances. Typical job titles will include:
- VP Sales, VP or Head of Procurement, VP Marketing, VP Operations
- Alliance manager, Distribution manager, Project manager
- Key account manager, Account manager, 3rd Party sales manager
Benefits of Attending
- The Alliance Lifecycle – Partnerships progress through a typical lifecycle of conception, creation, growth, maturity, decline and demise
- The most effective methods of Partner Selection, Prioritization and Engagement
- How to operationalise the relationship – The essential cadence that ensures all parties remain in step
- Individual solution “Go-to-Market” Planning
- Alliance Governance and Measurement - Detailed exploration of governance arrangements
David Vachell is a highly experienced leadership and performance development consultant and coach. He works with senior executives to help them redefine and refocus their vision, strategy and teams and has implemented programmes to address systemic and cultural issues within large and small organisations in the UK, Europe, USA and Middle East.
He works with some of the world’s most well-known companies to support the development of their leadership and business development strategies and the capacity of their senior executives to deliver on those plans. David’s most recent work specialises in helping major organisations develop their business alliances and strategic partnerships. David has a wealth of business experience gained over 30 years of working at a high level in global organisations and as a CEO in his own right.
He combines this with a profound understanding of the way in which adults learn and develop through a high level of academic study and significant experience in the field. David delivers this in a highly pragmatic and practical way that makes it easy to apply the specific change needed to radically improve performance – both individually and as an organization.His expertise in the field of major sales and leadership has served many of his clients extremely well. Most report a significant improvement in their sales velocity following David’s work with them.
David is a highly skilled facilitator of senior teams. He has demonstrated an ability to draw out the key issues for those teams and to focus them on developing strategic plans and executing them to deliver transformational value for their organisations. He has also facilitated a wide range of key account strategy reviews and critical opportunity reviews for major clients.
David has held senior positions in several major organisations including as Chief Executive of a software development company founded by himself, as Client Executive at Electronic Data Systems moving to lead management and sales learning for EDS and later as head of learning and development for BT Global Services. David has operated as a free-lance consultant since 2004.
David holds a Master of Arts in Management Learning & Leadership from Lancaster University. He is a Fellow of the Institute of Sales & Marketing Management and a Fellow of the British Institute for Learning & Development. He is also an accredited Myers-Briggs Type assessor.
Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions and successfully complete an assessment, will receive a certificate of Completion.
Pricing excludes 5% VAT, which will be charged where applicable