PARTNERSHIP OBJECTIVE DEVELOPMENT

1
PARTNERSHIP OBJECTIVE DEVELOPMENT

• The next set of slides can be used to help a two
  partner teams develop a shared set of objectives.
  They are followed by similar slides which look
  at aligning objectives between three partner
  groups. Both sets of slides are preceded by a
  SWOT slide which can be used to help identify
  issues that need to be addressed, and thereby
  influence objectives.
• Please do not attempt to use these slides as part
  of a presentation until you have read and fully
  understood the relevant sections of the website,
  and the appropriate case studies, you know how
  the slides work, and you are clear on the points
  you wish to draw out with them.

2
SWOT Syndicates

• In your syndicate (organisation) groups
• Look through the SWOT forms that you have
  individually prepared for this workshop
• Discuss and agree the main points as perceived by
  your organisation under each section S,W,O T.
• Summarise these points onto the post-it notes
  that you have been given (different colours for
  each org.) using one post-it note for each point
• Stick your post-it notes into the relevant
  sections on the large chart
• Be prepared to present your conclusions to the
  rest of the group. You have thirty minutes for
  the syndicate and five to present back

3
PARTNER OBJECTIVESSyndicate

• In your partnership groups
• Think through what your organisation needs out of
  the partnership to be successful, and write each
  agreed idea clearly and succinctly on the post-it
  notes provided one idea per post-it, use a
  flipchart pen
• Use the SWOT analysis to feed your thinking where
  appropriate. Also consider your expectations
  with respect to
• Offerings
• Marketing
• Sales
• Implementation
• Service and Support
• You have 30 minutes to develop your post-its

4
OBJECTIVES

• Imposed objectives (practically non-negotiable)

'Partner 2'
'Partner 1'

• ?

• ?

Expected objective areas (strawman for discussion)
'Partner 2'
'Partner 1'

• Utilisation
• Revenue
• Market reputation

• big (trophy) wins
• Predictability
• Board relationship

5
PRESENTING OBJECTIVES
P1 Objectives for Partnership
Lo Value to 'Partner 1' Hi
P2 Objectives for Partnership
Lo Value to 'Partner 2' Hi
6
RECONCILING OBJECTIVES Two rules
P1 Objectives for Partnership
Shared Objectives for Partnership
You can only move things up and down your axis
Lo Value to 'Partner 1' Hi
No-mans land
P2 Objectives for Partnership
You can only change or delete things solely
within your quadrant or in no-mans land
Lo Value to 'Partner 2' Hi
7
RECONCILING OBJECTIVES Two rules Illustration
P2 moves horizontally only
P1 Objectives for Partnership
Shared Objectives for Partnership
You can only move things up and down your axis
Lo Value to 'Partner 1' Hi
No-mans land
P2 Objectives for Partnership
You can only change or delete things solely
within your quadrant or in no-mans land
Lo Value to 'Partner 2' Hi
8
RECONCILING OBJECTIVES Two rules Illustration
P2 change lower post-its
P1 Objectives for Partnership
Shared Objectives for Partnership
You can only move things up and down your axis
Lo Value to 'Partner 1' Hi
No-mans land
P2 Objectives for Partnership
You can only change or delete things solely
within your quadrant or in no-mans land
Lo Value to 'Partner 2' Hi
9
RECONCILING OBJECTIVES What the final positions
mean
P1 Objectives for Partnership
Shared Objectives for Partnership
Objectives of shared value to P1/P2 which it will
pursue as a team Joint revenue relationship
enhancing building for the future market
credibility
Objectives that make the benefits of the
partnership more valuable to P1, but that it
can/will pursue alone to its own advantage
Lo Value to 'Partner 1' Hi
No-mans land
P2 Objectives for Partnership
Objectives that are not seen as important enough
for either partner to include in the relationship
Objectives that make the benefits of the
partnership more valuable to P2, but that it
can/will pursue alone to its own advantage
Lo Value to 'Partner 2' Hi
10
THE AFFINITY DIAGRAMDefining the Objectives

• In silence
• Move one post-it note at a time to create clumps
  of similar ideas or concepts (objectives that may
  be usefully considered together in one larger
  objective)
• You can move any post-it note, but if it is
  playing yo-yo, try to understand what the other
  person is trying to achieve, or identify another
  option
• Dont be held to the patterns and groups you
  first see, but allow them to evolve
• Develop and split the groups so that they can be
  summarised as an objective (eg Ensure customer
  satisfaction) rather than as categories
• No talking, physical violence, or using height
  advantage

11
SWOT Syndicates

• In your syndicate (organisation) groups
• Look through the SWOT forms that you have
  individually prepared for this workshop
• Discuss and agree the main points as perceived by
  your organisation under each section S,W,O T.
• Summarise these points onto the post-it notes
  that you have been given (different colours for
  each org.) using one post-it note for each point
• Stick your post-it notes into the relevant
  sections on the large chart
• Be prepared to present your conclusions to the
  rest of the group. You have thirty minutes for
  the syndicate and five to present back

12
PARTNER PRESENTATIONS

• Each partner presents what they believe should
  bethe objectives for the partnership/alliance
• Please do not engage in debate at this point, but
  simply listen and make note of any issues
• You will have the opportunity to discuss these
  issues in the next activity

13
RECONCILING OBJECTIVES
'Partner 3'
You can only pull or push things across the
boundaries of your circle
You can only change or delete things solely
within your circle or outside all circles
'Partner 2'
'Partner 1'
14
RECONCILING OBJECTIVES
'Partner 3'
You can only pull or push things across the
boundaries of your circle
You can only change or delete things solely
within your circle or outside all circles
'Partner 2'
'Partner 1'
15
RECONCILING OBJECTIVES
'Partner 3'
You can only pull or push things across the
boundaries of your circle
You can only change or delete things solely
within your circle or outside all circles
'Partner 2'
'Partner 1'
16
RECONCILING OBJECTIVES
Do these shared objectives imply any dependencies
or responsibilities on the part ofany of the
partners?
'Partner 3'
'Partner 2'
'Partner 1'
17
RECONCILING OBJECTIVES
'Partner 3'
Does the SWOT analysis imply any others?
'Partner 2'
'Partner 1'