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Building and Sustaining Growth through Strategic Alliances

Program Overview

In many markets, strategic alliances are no longer a choice — they’re a necessity. Firms are increasingly turning to partnerships to access new knowledge, skills, markets, technologies, and other resources, to ultimately grow and succeed.

In Building and Sustaining Growth through Strategic Alliances, participants explore the process of forming successful alliances through collaboration and adaptation. They gain a deeper understanding of the factors necessary for success, including how to become a stronger alliance partner, choose a partner, structure an alliance, and manage it over its lifetime. Participants also learn how to work effectively in alliance ecosystems that involve multiple alliance partners, which is a growing reality in many industries.

Read more about the Experience & Impact »

Strategic Alliances Program Highlights & Benefits

In this program, you will learn how to:

  • Analyze the strategic, organizational, and cultural fit among partners
  • Compete and cooperate with partners — at the same time
  • Become a more effective alliance negotiator
  • Resolve business conflicts and manage the evolution of alliances more effectively
  • Build on your collaborative capabilities and corporate-level strategies to position your firm as a preferred alliance partner
  • Understand how to manage alliance ecosystems effectively

This program is complementary to Mergers & Acquisitions, which focuses on valuation and legal issues that may arise in a strategic alliance.

Contact Us

Schedule a personalized consultation to discuss your professional goals:


April 10 - 12, 2017$6,450

Philadelphia, PA

Download the program schedule, including session details.

Tuition for Philadelphia programs includes lodging and meals. Prices are subject to change.

Featured Video

“Today, networks influence the paths of industries and individual organizations. The key is to choose one that can provide you with the greatest benefits.”

Professor Harbir Singh on Building and Sustaining Growth through Strategic Alliances

Still considering your options? View programs within Strategy or use our Program Finder.

Experience & Impact

Today, the success and failure of an organization can depend on the quality of its partners and partnerships. That means having the capability to enter into and manage alliances that create value (rather than destroy it) is critical. Building and Sustaining Growth through Strategic Alliances teaches research-based techniques for the design and formation of alliances, and it shows you how to apply them in your firm. Through lectures, case studies, and group work, you will uncover a better way to adapt, respond to new market opportunities, facilitate time to market, find complementary resources, and gain new skills and technologies through partnerships.

This program will help you build your firm’s alliance capability, making you an alliance “partner of choice.” You will learn how to identify and offset your firm’s liabilities, develop a reputation for reliability and trustworthiness, and find ways to add value to an alliance. You will also discover how to determine when to enter into a partnership and — just as important — when to leave one. Conflicts and the evolution of alliances, as well as managing networks of alliances and understanding how they affect overall corporate strategies, are also discussed.

Session topics include:

  • Creating Competitive Advantage
  • Strategy and the Role of Alliances
  • Alliance Structure and Dynamics
  • Alliance Negotiations (Lecture and Exercises)
  • Leveraging Alliance Ecosystems
  • Corporate Strategy and Acquisitions
  • Managing Multiple Alliances

Participant Profile

Participants by Industry

Building and Sustaining Growth through Strategic Alliances participants by industry

Participants by Job Function

Building and Sustaining Growth through Strategic Alliances participants by job function

Participants by Region

Building and Sustaining Growth through Strategic Alliances participants by region 

Who Should Attend

Executives with responsibilities for managing alliances and new business development, including general managers, strategic planning managers and marketing managers, and those in the corporate development function, will benefit from this program. Financial officers involved with financing new ventures or mergers and acquisitions can also benefit.

Group Enrollment

To further leverage the value and impact of this program, we encourage companies to send cross-functional teams of executives to Wharton. We offer group enrollment benefits to companies sending four or more participants.

Plan Your Stay


Harbir Singh, PhDSee Faculty Bio

Academic Director

Mack Professor of Management; Co-Director, Mack Institute for Innovation Management; Vice Dean for Global Initiatives, The Wharton School

Research Interests: Corporate governance, corporate restructuring, management buyouts, strategies for corporate acquisitions

Prashant Kale, PhDSee Faculty Bio

Associate Professor of Strategic Management, Jesse H. Jones Graduate School of Business, Rice University

Rahul Kapoor, PhDSee Faculty Bio

Associate Professor of Management, The Wharton School

Research Interests: Innovation, technology management and strategy, industry evolution, firm boundaries, business ecosystems


Attending the Strategic Alliances program further enhanced my business development competencies. Through the sharing of best practices within our diverse class, to learning from the extensive expertise of our professors, it broadened my understanding of how to further enhance my impact within my organization.”

Joe Renda

Director, US Leadership Training & Development, Pfizer

A triumph! Sustainable knowledge to create shareholder value. Not just a development opportunity, knowledge on how to succeed. Accessible faculty, real learning, challenging, and thought provoking — a key week in your development and your organization’s success. Don’t you want to learn about how to create sustainable competitive advantage?”

Strategic Planner, Health Care Insurance Organization

A wealth of research and insight on what is going on out there in a globalized world that increasingly depends on alliances to survive, compete, and build strategic core competencies and advantages.”

Business Development Manager, International Telecommunications Company

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