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Strategic Alliances: How to Make 1 + 1 = 3


Michael G. Patton
Michael G. Patton, Director – Supply Chain Management, Johnson Controls, Inc., 414/524-5867;

91st Annual International Conference Proceedings - 2006 - Minneapolis, MN

A successful strategic alliance goes well beyond the typical buyer/seller contractual relationship and is easily be measured and validated by using the 1 + 1 = 3 benchmark, which means the net gain of the two organizations is much greater than what could be derived by working in a traditional buyer and seller roles. We will review and demonstrate how to develop a formal program to develop and implement strategic alliances with best in class suppliers to maximize your organizations cost and operational effectiveness. An effective strategic alliance between the buyer and seller will far exceed the typical benefits achieved in a traditional buyer/seller relationship in both the short and long term.

Strategic Alliances: How to Make 1 + 1 = 3 — 44 KB (PDF)