Three Takeaways from the ASAP BioPharma Conference

ASAP’s 2019 BioPharma conference was one for the record books. This year’s conference was the most well attended to date. It’s no surprise to us that this record was achieved as the biopharma partnering landscape continues to evolve in new and interesting ways, including: working across industry boundaries designing and executing new types of alliances managing challenges and pursuing opportunities in creative ways expanding within organizations to build broad partnering capability […]

Metrics that Matter

Leaders have more data, and more timely data, at their fingertips than ever before. But too often, access to more and better data doesn’t translate to better insights.  Metrics are frequently defined based on what is what easiest to measure.  But as the old saw goes, not everything that counts can be counted, and not everything that can be counted counts. […]

Undivided Attention: the BMS-Concerto Story

Originally posted on September 25, 2019 on the Association of Strategic Alliances (ASAP) blog.   […]

Lost in the Matrix Organization: How Complexity Impedes Execution and Innovation

The matrix is now the predominant design for organizations of all sizes, Vantage Partners’ 2013-2018 Organizational Effectiveness Study finds. In the matrix, complexity can foster conflict, engender frustration, and lead to slow and low-quality decision-making. Bedeviled by competing goals and ambiguous reporting structures, people struggle to work with others whose help and support they need, but who receive conflicting direction from above. Nonetheless, market leaders still succeed amidst complexity—by transforming differences from a liability to an engine of learning and innovation. […]

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Four Takeaways from the CHI Strategic Alliance Management Congress

Our team enjoyed presenting (here's our presentation) at Cambridge Healthtech Institute’s Strategic Alliance Management Congress in Philadelphia earlier this month.  This conference is an annual highlight for us! The specialist focus, experienced practitioners, and commitment to sharing our successes and learnings as a community is always inspiring.  Looking back, we can hardly believe that it has already been over 15 years since Vantage began to work alongside Cambridge Healthtech Institute to build and bring together this community. […]

Insights from the 2019 ISM Annual Conference

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Customer-Centricity: Is Your Company Keeping Pace?

(Originally published on the Strategic Account Management Association’s Strategic Accounts blog; reposted here with permission)  Company focus on customer-centricity is increasing rapidly, and the earliest movers are outpacing their rivals. But Vantage Partners’ findings have shown some industries have been slower to evolve. Customer-centricity has become a hot topic over the past few years […]

Get More Value Out of Your Negotiations: Insights from Global Research

When it comes to contract negotiation, most people are focused on the outcome: Did we get what we wanted without having to give up too much?  What negotiators and senior executives often overlook is that how a negotiation is conducted has a significant impact on outcomes, and ultimately on whether or not agreements are implemented successfully. […]

Align Internally for Better Cross-Selling

The value proposition for cross-selling is simple: combine the power of multiple offerings to deliver increased benefits for your customer and grow your share of customer spend in the process. Executing a sale across business units is rarely that simple however, and the majority of companies are unable to reliably capitalize on the tremendous opportunity available to them by better penetrating their accounts. […]

The Future of Work is Here—What Do Leaders Need to Know?

Companies large and small have been trying to predict what the future of work will look like—how technological innovation, demographic shifts, an increasingly mobile workforce, and the gig economy will shape the work of tomorrow. That future is here. […]