In this issue we discuss what is needed in Making Cross-Business Alliances Work. A recent CBI survey in the UK found that almost 80% of British industry was using alliancing in one form or another. Yet as Jordon D. Lewis once commented, “When companies look for a partner, they often pick the corporate equivalent of a one-night stand.” In this Briefing we argue that to succeed, alliancing must be seen as a journey, for which an agreed and well understood route map is needed.

Whether you are about to embark, are on the road, or just pulling in for your first pit stop, the critical factor in alliancing is recognising that it is a journey, not a one- off project. And to embark on a journey, you must have that route map, and have shown it to your fellow travellers. As with all journeys, you are never quite sure what you will find along the way, even if you have a clear view of where you are heading. That is why establishing mutual trust, understanding and confidence with your fellow companions is key, before ever setting off.

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This article is part of Axon's Supply Chain Management Process.  To view other articles in this process please visit the Supply Chain Management page.