Alliance Best Practices

Partnering for Profits: Takeaways, Best Practices & Implications

At the recent Silicon Valley Chief Alliance Officer Roundtable hosted by Cisco at their facility in San Jose, CA on January 14, 2009; they discussed alliance takeaways, best practices & implications. There were seven key highlights of these trends and best practices.

(#4 of 7) Portfolio Evaluation Criteria Adapts as New Partner Models Emerge:

• Develop a working partner portfolio model that reflects long-term priorities, but incorporates risk management for near-term objectives.

• “One Size Fits All” partner criteria don’t work well.

• When re-evaluating partnerships, ask the tough questions and be honest.

• Innovate and invest in the partner model with your key partners during the downturn.

I believe that the important value to be received here is that of recognizing that alliance relationships might have to change in this current economic environment. You need to examine both your short-term and long-term alliance strategy. Be care though of putting too much focus in short term revenue generating alliances “to help you through” at the cost of keeping long-term alliances strong that will yield you greater profits when the economic recovery arrives.

You can read more about the fine points in my several alliance articles at http://www.Rigsbee.com/morearticles.htm (Permission to reprint is also there.)

Executive Presentation Skills: How Powerful Is Your Close?

The members of your audience most likely will remember your opening if it is powerful and the same for your close. Ross Shafer shared his formula at the annual convention of the National Speakers Association: Open with “B” material, do your “C” material, then close with your “A” stuff. Not a bad formula, would you agree?

And, what about that close—consider the following:

1. Stop talking long before your audience is done listening.

2. Go out with a huge bang; story, video, or disappearing act.

3. Give your audience some action to take immediately, or upon returning to home or office.

4. Give the attendees something insightful, emotionally penetrating, or inspirational to remember.

Executive Public Speakers, Professional Speakers, and Emerging Professional Speakers; please visit http://www.SucceedInSpeaking.com for additional ideas, assistance, and resources.

Trade Association & Professional Society Executives: Keep Your Exhibitors

On the cover of the March issue of M&C Magazine is Galen Poss, president of Hanley Wood Exhibitions. There is a very timely story about how he and others are dealing with large conference exhibitors that are pulling out of this year’s expos. Also, read about how Robin Preston at National School Boards Association kept a technology supplier engaged when they had planned on pulling out of this year’s meetings. By the way as an FYI, M&C will soon be offering web-only content, so it might be a good idea to bookmark their Web Site and visit frequently: http://www.mcmag.com/

My Question: are your exhibitors simply using the tight economy as an excuse to pull out when the real issue is most likely little perceived value in exhibiting? If so, how are you re-engineering your meetings to offer more value to suppliers, exhibitors, and sponsors?

Association Executives may access association growth articles and member recruitment campaign information at http://www.GrowingYourAssociation.com