7 Attributes of Alliance All-Stars

Steve Steinhilber says that “if alliances are not viewed as an integral part of your strategy, then you’re working with both hands tied behind your back…. You’ll need to develop alliance all-stars—no other investment is as important. Skimp in this area, and you’ll fall flat on your face.”

In Strategic Alliances, Steinhilber describes the life of the alliance leader as one of “limbo, with little official power and ambiguous roles. Their jobs can be lonely outposts in many cases. They must be the internal advocate, external promoter, chief relationship builder, and master of personal influence. Their job is to identify the strategic value proposition between the companies and, at the end of the day, to be able to cultivate sponsors on both sides.” The goal is to create a sense of dynamic tension.

This requires a special kind of leader. He has identified seven attributes to look for in alliance all-stars:

1. Cross-functional experience. You need versatile leaders, with hard business know-how as well as softer general management capabilities.
2. Ability to synthesize quickly. An alliance manager often has to take a complex series of activities and issues and make it simple for everyone to understand how to resolve an issue.
3. Multimode communication skills. They must have excellent written and verbal communication skills and be comfortable working with all levels in both organizations.
4. Strategically relevant knowledge. They must understand the unique context that both businesses operate in, their strengths and how to align them to the benefit of both organizations.
5. Global experience and sensitivity. Leaders need experience working around the world and with other cultures and market environments.
6. Ability to work in unstructured and ambiguous environments. In an unstructured environment, you need someone who is disciplined, can set clear priorities with the key stakeholders, and knows how to say “no.”
7. Emotional balance and self-confidence. Look for people who have demonstrated their ability to handle constant setbacks and rejections.