Chapter 18

Making Decisions about Partnerships and Joint Ventures

In This Chapter

arrow Choosing the right structure to achieve your goals

arrow Evaluating the viability and fit between companies

arrow Establishing a foundation of trust for the relationship

arrow Handling tough situations

Someday — maybe today — you may come to believe that your company would benefit from establishing a relationship with another company. Maybe you’re considering entering into a joint venture to gain exposure to a new market. Perhaps a strategic alliance would be more beneficial. Maybe you’re thinking of some other arrangement. The key point here is that, before you enter into any sort of relationship with another company, you want to make sure that the relationship will be beneficial and help you achieve your goals. In short, you need the confidence that comes from knowing you’ve chosen the right partner. In this chapter, I discuss the different structures available, the factors that drive decisions, and what to do when things go wrong.

Bigger companies like joint ventures or strategic alliances because they are more ...

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