The development of partnerships with industry

1
The development of partnerships with industry
2
Introduction

• Back to Basics

3
What is Partnership?

• Purposive strategic relationships between
  independent firms who share compatible goals,
  strive for mutual benefit, and acknowledge a high
  level of mutual interdependence Mohr and
  Spekman (1994)

• Strategic alliance a co-operative partnership
  between two or more organisations formed to
  create competitive opportunities for their mutual
  advantage
• Hefner (1994)

4
Strategic Fit

• A shared vision
• Compatibility of strategies
• Importance of the strategic alliance to each
  partner
• Mutual dependency
• Added value to the partners
• Duoma et al (2000)

Butup to 60 of alliances fail Spekman et al
(1996)
5
the seeds of alliance tension and instabilities
have been sown from the start when the alliance
partners fail to recognise a mismatch in their
strategic intents. Koza and Lewin (2000)
strong interpersonal relationships can
sometimes make partnerships vulnerable to
failure Adobor (2006) informal understanding,
based on trust, often proves to be a more
powerful factor in determining how the
collaboration works out Child (2001)
6
The Importance of Trust

• Trust is one of the most important success
  factors in inter-organisational alliances
  Seppanen et al (2007)
• Trust may result from
• membership of the same social group
• past experience
• institutions
• contracts, qualifications guarantees
• Often based on assessments of the other partners
  ability, competence and motivation Child
  (2001)

7
Resolving Conflict

• The manner in which partners resolve conflict
  has implications for partnership success
• Mohr and Spekman (1994)
• Lessons
• Managing vs Resolving conflict
• Disagreements will be magnified at subsequent
  layers
• Joint problem solving can lead to a mutually
  satisfactory solution
• Communication problems accounted for over 50 of
  the relationship problems
• The art of partnership is to gain cooperation
  in a situation of shared control
• Mohr and Spekman (1994)

8
Successful Partnerships

• Trust
• Clarity of vision
• Willingness to coordinate activities
• Ability to convey a sense of commitment to the
  relationship
• Quality of communication

9
Trust
10
Definitions

• Expectation that an organisation or individual
  will
• Fulfil obligations
• Behave predictably
• Behave fairly when they could be opportunistic
• Or is it a belief?

Zaheer et al, 1998
11
Definitions

• Knowing I need not worry
• Being able to rely on people
• To have their support
• To work together towards a shared aim
• To know what they say is what they mean
• Linked to faith and belief

Couchman 2007
12
How does it work

• Integrity, being open and honest
• Good communications
• Reliable and predicable
• Respect
• Fulfil promises
• Own up to mistakes
• Reinforced by behaviour
• Identify a common purpose/aim

13
The perils of trust breaking down

• Feelings of betrayal (even grief) have negative
  power
• Unpleasant for individuals involved
• Retaliation/sabotage
• Resorting to legal redress
• Negative word of mouth
• The good things not planned are not achieved

14
Thanks to

• Robert Laprick
• Deputy Chief Executive, Mary Rose Trust
• Student with Learning at Work
• (Partnership Program)
• Sue Couchman
• Consultant with West Sussex County Council
• Student with Portsmouth Business School

15
Trust in Academic Standards

• Professional
• Impartial
• Judgement

• Qualifications
• Publications
• Knowledge
• Skills

16
The development of partnerships with industry
Need
Greed
Want
17
The development of partnerships with industry
Need
Greed
Want
18
The development of partnerships with industry
Need
Greed
Want
19
The development of partnerships with industry
Need
Greed
Want
20
The development of partnerships with industry
Need
Greed
Want
21
The development of partnerships with industry
Need
Greed
Want
22
The development of partnerships with industry
Need
Greed
Want
23
The development of partnerships with industry
Need
Greed
Want
24
The development of partnerships with industry
25
(No Transcript)