Pre-Conference Professional Development Workshop Opportunities

Monday, March 26, 2018

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Session 101
CA-AM (Certificate of Achievement - Alliance Management) Certification Exam Prep Workshop

Facilitator:
Ann Trampas, CSAP
Practice Lead
Phoenix Consulting Group

$1,099 ASAP Members
Note: Bundle price includes Certification Exam and a copy of The ASAP Handbook of Alliance Management: A Practitioner's Guide ($380 value)

Do you want to validate and strengthen your alliance management expertise? Increase your alliance IQ and plan to attend this workshop as it explores and reinforces key alliance concepts that are covered in the CA-AM exam.

The knowledge exchange in this interactive professional development workshop will be strengthened by robust group discussion and case scenario analyses. The workshop will provide access to models, tools, and proven best practices that can be rapidly applied into your daily activities creating operating efficiencies that aim to improve results. This course will address the following topics: Alliance Life Cycle Framework, Strategic Rationale and Readiness, Alliance Selection, Alliance Execution, Planning and Organizing Skills, and Management and Leadership Skills.

Each participant will receive The ASAP Handbook of Alliance Management: A Practitioner's Guide—considered "the bible of partnering practice." Also included in the workshop fee is the online exam. The CA-AM prep workshop is a requirement for becoming certified.

"CA-AM training and certification provides a common language and a common set of processes and tools." — Mary Jo Struttmann, CA-AM, Astellas

Session 102
Alliance Management 201: The Value of Alliance Management

$950 ASAP Members | $1,140 Non-Members

Facilitator:
David Thompson, CA-AM
Chief Alliance Officer
Eli Lilly and Company

Co-facilitator:
Gary Butkus, CA-AM
Alliance Management Director
Eli Lilly and Company

This intermediate course is a follow on to Alliance Management 101: The Fundamentals of Alliance Management, and offers further exposure to experience and learnings from Eli Lilly and Company's Office of Alliance Management. This course is designed for individuals who have completed Alliance Management 101 and are in a position to influence contract design and metrics; individuals who are the sole alliance professionals at their organizations; current leaders of their company's alliance management organization as well as those who desire to become a department leader.

David S. Thompson, Chief Alliance Officer at Lilly, will share insights and learnings from Lilly's century of business alliance experience. This course will feature a business case about using contracts to predict where value inflection points will be, where inefficiencies may occur, and where risks exist. In addition, the course will share tools and techniques for measuring results and communicating value of alliance management efforts.

Students who attend this course will have the opportunity to participate in a pre-session discussion and survey and will receive a set of battle-tested alliance management tools.

Session 103
Overcoming Obstacles & Conflict - Utilizing High Impact Collaboration Tools and Techniques to Accelerate Alliance Success

$950 ASAP Members | $1,140 Non-Members

Facilitator:
Candido Arreche, CA–AM
Global Director of Portfolio & Partner Management, Six Sigma Black Belt
Xerox Worldwide Alliances

Obstacles exist in every business relationship. How they are managed both internally and externally is what can cause relationships to fail or help them become extraordinary. Conflict, occurs when those within the alliance disagree over values, interests, motivations, perceptions, ideas, and/or desires. Collaborative techniques can strengthen high performance process and capitalize on conflict to create better decisions and positively impact the alliance.

During this engaging "hands-on" workshop participants will learn the best ways to address and manage obstacles such as conflict in an alliance through real life scenarios making use of collaborative tools and techniques associated with high performing teams. Workshop exercises, including group activities will help attendees develop more finely tuned communication, negotiation, and influencing skills. These skills will benefit alliance teams to better navigate day to day situations whereby issues and conflict arises that can potentially affect or even stall the success and timeline of the alliance. As a bonus, explore key concepts from the facilitators new book, The Collaborative Pyramid, and be among the first to learn about these great new tools.

This course will provide attendees a workbook, tools, and exercises that can be easily executed by alliance teams following the workshop. Suitable for all partnership professionals, no matter the industry or level of expertise; participants will learn from each other and the workshop facilitator.

Session 104
Strategic Decision Making & Negotiations: Learnings from Game Theory and AM Practice

$950 ASAP Members | $1,140 Non-Members

Facilitators:
Harm-Jan Borgeld, CSAP, PhD
Head Alliance Management
Merck KGaA

Stefanie Schubert, CA-AM, PhD
Professor of Economics
SRH University Heidelberg

Understand how alliance partners can assess potential strategic options and learn to anticipate them by making use of insights from game theory. This training will help participants sharpen their alliance management skills by increasing the speed and quality of their decision making, influencing, and negotiation skills.

This workshop will expose participants to real-life cases where they can learn about the science of strategic decision making. Further, the workshop will help alliance managers successfully run joint committee meetings and pave the way to address decision making challenges successfully.

The course was first part of an ASAP global conference last fall in Boston and now includes more role play, case studies, and game theory examples. A few quotes from the attendees: "…course content is strong, loved the variety of real life practical cases, practicing through exercises, well put together concise slides, liked the two-instructor approach…academic and industry, loved the topic–tying game theory, to decision making, to influencing."

Participants will leave the workshop with a strategic decision-making toolkit specifically designed for alliance managers to increase their skillset and increase alliance success.

Session 105
Next Gen Alliance Management: Mapping a TE-AM Road for Successful Alliances

Free Pre-Conference Workshop

Facilitators and ASAP Education Provider Partners:
Lynda McDermott, CA-AM
President
EquiPro International

Annick DeSwaef, CSAP
Managing Partner
Consensa

Complex multi-partners, academic and industry partnerships, and an increasing number of alliances and cross-industry collaborations continue to pursue new types of alliance relationships. These relationships increase the demand for an organization to strengthen its alliance management maturity level across the alliance portfolio. Alliance managers should be asking themselves: Are all alliance team members aligned with the company's alliance investment strategy, alliance collaboration skills, and the lean and agile alliance best practices and processes?

In order to build a strong alliance team culture and community of practice across an organization, it is critical that all individuals in an alliance function are engaged. In addition, it is critical to include those who touch alliances as extended alliance team members to jointly assess the organizational alliance capabilities and attractiveness as a "preferred collaboration/alliance partner".

In this workshop, discover how ASAP's newly launched in-house TE-AM Training in combination with CA-AM certification helps to assess and strengthen an organization's capabilities to expand its alliance portfolio into new areas of value creation. The workshop will provide an overview of the extended alliance team offering, complete with a live demonstration of experiential tools and assessments that will help participants:

  • Realize the importance of buildling a community practice that shares the same mind-set among the alliance team and those in cross-functional roles who work with alliance partners
  • Identify ways to build bridges between alliance functions and areas within an organization such as business development, general counsel, marketing etc.
  • Assess an organization's capabilities to manage alliances in a lean and agile way
  • Determine if an alliance team is operating and perceived to be a "preferred alliance partner"
  • Recognize the critical skills required for the "next generation" alliance manager and extended alliance teams

Session 106
Building Corporate Capability for Collaboration–Leveraging an International Standard

Free Pre-Conference Workshop

Facilitators:
Norma Watenpaugh, CSAP
CEO and Founder | Phoenix Consulting Group
Head of US Delegation | ISO Collaborative Business Relationship Management

Parth Amin, CSAP
Founder | Alliance Dynamics
Member | US Delegation for ISO Collaborative Business Relationship Management

How do you build successful alliances when the corporate orientation and culture is misaligned? ASAP has long advocated that success is not just about implementing good practices for partnering but also building a capability for partnering within your organization and fostering that capability within your partners' organization. ASAP served as the lead organization in representing the United States in developing the recently published ISO 44001 Collaborative Business Relationship Management Standard, released in March 2017. While the standard's operational aspects of managing a collaboration will be familiar to most alliance managers, the standard expands collaborative capability beyond that of the alliance team to embed collaborative competency, leadership and culture into the fabric of the organization by creating a common framework and foundation.

By exploiting this standard, organizations and individuals will be able to partner more effectively in any industry, as well as government agencies, nonprofits, and academia, all while nurturing the partner capability organizationally and individually.

Key takeaways include:

  • Understanding how the standard benefits the individual, the organization, and the partners.
  • Learning how companies who can claim conformance to the standard can also claim to be "partner of choice" by status through an Internationally recognized benchmark.
  • Ways to apply best practices espoused by the ASAP Handbook of Alliance Management so they serve as a 'playbook' in conforming to the standard.
  • Hearing how ASAP professional certifications (CA-AM and CSAP) validate that you have the competencies to collaborate as required by the standard.

As a courtesy, all attendees will receive a copy of a newly published implementation guide which maps the Handbook to the standard and provides additional context and application notes.