Building a system of trust in an Alliance
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Transcript of Building a system of trust in an Alliance
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Building a System of Trust in an Alliance
Carsten Watolla Alliance Partners Business Development Manager
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What is an Alliance?
Wikipedia:An alliance is a pact, coalition or friendship between two or more parties, made in order to advance common goals and to secure common interests.
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Trust in an Alliance
Trust=
essential ingredient in successful alliances
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Trust - Key Benefits
Confidence
Strategic Alignment
Predictability
Synergy
Mutual Creativity
Improved Performance
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Trust - Deficit
Leads to…
FrictionDisasterFinancial losses
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Best Practices
Model the behaviors you expectDefine the Rules of EngagementEstablish Significance and PositionIdentify measures of trust
Strategic and not just need based
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Behave as you want the other part to behave
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Best practices – Modelling behavior
4 drives of behavior
Drive to Acquire -> Secure & Control
Drive to Bond -> Relationships
Drive to Create -> Learn & Invent
Drive to Defend -> Protect & Attack
ni.com Trust ladder and 4-drive compass; Source: Lynch & Lawrence
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Best practices – Modelling behavior
In honor of another’s drive to Acquire:
Enhance the other’s capacity to acquire necessary resources
In honor of another’s drive to Bond:
Keep promises rather than breaking themSeek fair exchanges rather than cheating
In honor of another’s drive to Create:
Tell truths rather than falsehoodsShare useful informationRespect other’s beliefs
In honor of another’s drive to Defend:
Help protect the other & their teammatesDetect and punish cheaters
Source: “The Architecture or Trust” by Lynch & Lawrence
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Best practices – Rules of Engagement
Define how to engage
Plan jointly
Provide visibility to make effective business decisionsCommunicate openly, often and clearly
Anticipate, confront and resolve conflicts quickly
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Best practices – Significance
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Best practices – Significance
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Best practices – Measures of trust
“Here is my secret. It is very simple: it is only with the heart that one can see rightly; what is essential is invisible to the eyes”.
So said Antoine de Saint Exupéry’s Little Prince, and he was right.
Does each part provide the value?
Do we respect the rules of engagements?Are we open, honest and deliver on promises?
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Best practices – Strategic? ”You have something I need”
vs”A pie expanding mindset”
One
One Three
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Remember: It takes time
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Best practices – Bonus tip
Use the global network with Alliance Partner Managers & BDMs
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Building a System of Trust in an Alliance
Carsten Watolla Alliance Partners Business Development Manager
Q&A
