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easy to criticize a given procedure. However, before established alliance procedures are disregarded or changed, they should be tried. In many cases, evolution will be a much better approach than revolution. |
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The acceptance of the changes and they way they are handled by the management of both partners and the alliance will demonstrate how committed both are to the partnership. Organizations are very astute, and they form perceptions and/or draw conclusions from what they see, hear, or assume. As is always the case, perception becomes reality, even if it is wrong. During these times, the necessity of clear and concise communication channels can not be overemphasized. Even if actions occur or do not occur, as long as there is a reasonable explanation, most people will accept the outcome. |
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We also have to keep in mind that, in most cases, this is an unsettling time for many. We are asking both parties to change and learn to live and work differently than they did before. Change is a very frightening thing for many people. Initiating a partnership with an outside company can be seen as threatening to some and invigorating or exciting to others. All possibilities along the continuum of acceptance to outright rejection will probably be seen among the players involved with the project from both companies. Successful alliances can effectively deal with this level of concern or resistance to change. If it is ignored, another seed of failure is planted. |
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This is a period of learning, experimenting, and gaining a sense if both parties are actively committed to making the partnership work. At this stage of the partnership, neither party can become placid or ignore the reality of people's perceptions and concerns. In these instances, the management team of both companies can never fail to lead. Every action will be watched and dissected. Seemingly unrelated events and actions will be coupled, and erroneous conclusions and perceptions will be drawn. Failure to realize that this is a normal and real part of any organizational change will plant another seed for future problems. |
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VIII.
Maturity and Stabilization: Making it Work for the Duration |
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There are several factors that come into play over the long term for maintaining alliances. Some appear to be common sense, like communication channels. Others are not so clear. Unfortunately, many of the common sense things are often overlooked, resulting in problems that could have been easily avoided. Following are some of the key points to watch. |
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