Having clarity of the business case or the reason for taking a strategic decision to enter into an alliance forms the heart and soul of an alliance that creates value for an organization. But, exactly, what is involved in having clarity on the business case for an alliance? What are some of the critical questions that an executive needs to answer to have a conviction on the business case? In this chapter, the author presents an overview of some of the important decisions. Like any other strategic decision, the decision to enter into an alliance is rooted in having a comprehensive understanding of the organization’s external and internal environment. At the outset, an organization’s executives should wrestle ...
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