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Forming and operationalising collaborations and partnerships

An example defining alliance formation in five steps can be found in Table 7 , beginning with the
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definition of the alliance opportunities and ending with making the deal. The exact number of steps or
stages greatly depends on the degree of complexity and formality.

Stages of forming partnerships
Table 7

STAGE 1: STAGE 2: STAGE 3: STAGE 4: STAGE 5:

PARTNERSHIP NEGOTIATION

Define the partnership
Define and agree on the partnership’s documented
PARTNER ASSESSMENT purpose or mission/vision
PARTNERSHIP MAKE CONTACT AND SELECTION AGREEMENT SIGNING
IDENTIFICATION Determine the specific common goals/objectives for
the particular effort
Objectively assess the Preparation and signing of
strategic interests of the collaboration agreement
potential partners Define the organizational structure of the partnership and/or intellectual property
Establish purpose Identify prospective agreement
partners Analyse actual versus Define the management and administration of the
Obtain general professed capabilities of partnership with clearly defined responsibilities
knowledge of the
capabilities of potential potential partners Agree on the plan
partners
Determine and organize the
appropriate mix of partners Specify the milestones
Consider pre-existent
relationships Identify the measures/indicators for success
Choose the partners
Specify the interim and/or final deliverables

Source: Adapted from Ankrah S & AL-Tabbaa, O. (2015) 98