SOURCE: Cutting Edge Information

August 19, 2008 07:26 ET

New Study by Cutting Edge Information Examines Alliance Management Strategies and Practices

RESEARCH TRIANGLE PARK, NC--(Marketwire - August 19, 2008) - Business intelligence firm Cutting Edge Information announces the release of its new study on alliance management in the drug industry.

The report, "Pharmaceutical Alliance Management," focuses exclusively on post-deal management of collaborations focused on drug development and marketing. It explores alliance management strategies, best practices and processes. The research findings center on structures, resources and tools; partnership health measurement; conflict resolution; project coordination; and partner-of-choice status.

A complimentary report brochure is available for immediate download here:

"Companies spend considerable time and energy in closing a deal," said Eric Bolesh, lead author of the report, "But too often, partnerships lose momentum or even fail because of difficulties with ongoing alliance management tasks. Allowing this to happen is a great risk, as partnerships are crucial to companies' portfolio management and to the bottom line."

"Pharmaceutical Alliance Management" provides guidelines for effective partner communication and internal coordination to ensure continuous alliance satisfaction.

The report helps alliance management personnel to improve in all areas critical to maintaining partnership success -- building stakeholders' support, developing solid strategies from the outset, cultivating strong relationships, measuring alliance ROI, minimizing conflict, coordinating projects, and establishing and leveraging a reputation as a preferred partner.

Developed from surveys and interviews with pharmaceutical and biotechnology industry leaders, the study identifies post-deal challenges and outlines solutions. Surveyed companies reveal innovative strategies and tactics for avoiding common problems.

More than 50 companies contributed to the study, which contains 150+ metrics, including the following:

--  Resource support for alliance management groups
--  Prevalence of dedicated alliance management functions, by company size
--  Levels of historical deal satisfaction
--  Underlying reasons for unsuccessful deals
--  Key deal challenges
--  Inbound deals: functions involved in post-deal day-to-day activities
--  Outbound deals: functions involved in post-deal day-to-day activities
--  Use of alliance health surveys
--  Tools of the alliance health department
--  Surveyed companies' communication models
--  Steps to partner-of-choice status

Whereas "Pharmaceutical Alliance Management" concentrates on post-deal management, another CEI report -- "Business Development: Accelerating the Deal" -- analyzes resources, strategies and best practices of the earlier stages of the deal-making process. For more information on business development's role in identifying, exploring and negotiating deals, please visit

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