21 ALLIANCE PROFESSIONALS
Managing alliances to achieve a shared objective is not for the faint of heart. Alliance professionals have the responsibility to ensure effective governance of the relationship, protect their firm’s interests and maximize long-term value for the partner firms. Alliance management thus requires multifaceted individuals that possess abilities to be flexible and adaptive to the role necessary, and with a set of characteristics that enhances, not detracts, from the alliance objectives (Isabella and Spekman 2001). One of the issues with alliance professionals however is that there is no consistent academic or managerial definition of what an alliance professional is or does. For some firms ...
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