SCCI Ltd Book Store

Implementing and Managing Collaborative Relationships

A Framework for Enterprise Relationship Management

The Series of 5 Simple Guides

by Andrew Humphries & Linda McComie

SCCI Ltd 2014-16

 

There is now universal agreement that collaborative relationships between organisations generate significantly greater benefits than those working alone. Much has been written on this topic and there is an international standard. Yet, there are very few examples of successful implementation. In response to this we decided to write a series of simple guides primarily aimed at practical, operational managers. Our advice cuts through the usual technical and academic jargon that surrounds the management of alliances. It provides clear action checklists together with the rationales behind them. You can tailor the way you use the guides to suit the needs of your particular collaborative enterprise. It is scalable to fit any size, whether you are an SME or a multi-national company, public or private sector organisation.

Our first booklet, Implementing and Managing Collaborative Relationships, views management as an end to end process comprised of three distinct phases. The Decision Phase starts when the opportunity is being discussed and flows into the partner selection, contract signing and relationship set up activities. The Operations Phase describes a framework, the Enterprise Relationship Management Plan, for managing day-to-day activities that are essential to create and capture the maximum possible joint value for the enterprise. Managing Exit is a critical element of ERM. It must be incorporated in the foundation policies which are maintained through out the life of the enterprise. The aim is a satisfactory conclusion of the relationship with minimum disruption to stakeholders and the avoidance of damaging litigation. ERM needs to be supported by an objective Performance Management system that allows the creation of a clear, joint understanding amongst the partners and enables them to implement an enterprise business plan to time, cost and quality.

The ability to manage collaborative relationships successfully is a valuable capability in its own right.

“It is widely acknowledged that collaboration delivers better business results. But the ‘when, what and how’ often prove elusive. These are insights that every senior manager should possess.”

Tim Cummins, CEO International Association of Contract and Commercial Management

 

“These short guides are an excellent resource which share insights and wisdom on the development and management of collaborative relationships.”

Professor Richard Wilding, OBE,Cranfield School of Management UK

 

 

 

Special 5 Booklet Series Prices:

Hardcopy: £60

 (P&P free - delivery target 7-10 working days in the UK)

e-books: £25

Book Type

 

A Framework for Managing Collaborative Relationships

The Exit Phase

A Simple Guide

by Andrew Humphries & Linda McComie

SCCI Ltd 2016, ISBN: 978-0-9929552-6-7, 53 pages, A4 size

 

The purpose of this guide is to take you through the exit management process that permeates throughout the life of a collaborative enterprise. It begins when the concept is being discussed and continues into the partner selection and decision making process. Therefore at the earliest point, even before the deal is sealed, it is essential to think jointly, openly and honestly about potential exit scenarios. Exit needs to be incorporated in the foundation policies and then its currency maintained during the life of the enterprise. It is vital that value continues to be captured and exploited to the full, and thus damaging litigation is avoided. Although it may seem perverse, maintaining a constant management focus on Exit Planning is an essential component of joint enterprise success.

Finally, as partners come and go relationships will be dissolved whether exit is planned or not. This thread of activity will provide the best chance of implementing a project to achieve a satisfactory conclusion to relationships. Managing exit is a critical element of Enterprise Relationship Management in preparing for further relationships beyond the duration of the current contract.

This is a simple guide for practical, operational managers. It aims to cut through the usual jargon that surrounds the management of alliances. It provides clear action checklists together with the rationales behind them. You can tailor the way you use this guide to the needs of your particular collaborative enterprise. It is scalable to suit any size whether you are an SME or a multi-national company, public or private sector organisation.

“Congratulations on your new publication. It provides clear guidelines to practitioners on how to manage the terminal phase of business relationships.”

Farooq Habib, Cranfield School of Management

“I think it is important to emphasise the challenge of discussing exit. Rather like a pre-nuptial agreement, it can be difficult to address issues around exit before even beginning … But what happens if you don’t?”
 

Tim Cummins, CEO International Association of Contract and Commercial Management

“40% of strategic alliances fail within 5 years. They fail to pick the right partner, they don’t agree goals up front, there is a lack of relationship and chemistry, communications are inadequate and erratic and there is too much interference by parents companies.”

Elix-IRR partners LLP, 2011

 

 

  

Special Price: £15.00 free p&p

 (delivery target 7-10 working days in the UK)

To buy a copy (£15 postage free or e-version £6.00) select below:

Book Type

 

A Framework for Managing Collaborative Relationships

Performance Management

A Simple Guide

by Andrew Humphries & Linda McComie

SCCI Ltd 2015, ISBN: 978-0-9929552-8-1, 52 pages, A4 size

 

 The purpose of this guide is to demonstrate the importance of applying the basic principles of business metrics to relationship appraisal and how this is used to manage collaborative performance. It provides a step-by-step guide to how the strengths and weaknesses of relationships can be measured and understood. It then describes the ways this knowledge can be used to stimulate the adoption of innovation and a continuous improvement ethos. We also show how relationship appraisal can be used as a governance measure to track productivity over time.

The thread that runs through the relationship management framework described in our Simple Guide series is performance measurement. It allows the partners to monitor progress against agreed, joint objectives. Moreover, it provides the detailed understanding of the individual dynamics of the operation that are contributing to the performance, both positive and negative, so that appropriate action can be taken.

  • “What are we doing well?”

  • “What could we do better?”

  • “What are you /me doing that is causing problems?”

  • “Who can take action to make life/performance better?”

This guide presents a simple, practical way of using performance measurement based on scientific research specifically designed for managing collaborative relationships. We first talk about the principles of collaborative performance management and how that fits into the Enterprise Relationship Management framework. Then we provide a step by step guide to the appraisal process followed by a description of how it can be use with some case study illustrations. Finally we summarise the outcomes and benefits of effective relationship performance management.

“This survey made me think. It was useful to participate. The scores highlighted areas for improvement and we can use them to move forward with confidence.”

Bill Hooton, National Transport Controller, United Biscuits

 “I am sure you will find this latest Simple Guide is an excellent resource for managing the performance of all your collaborative enterprises.”

Irene & Robin Singleton, Accord Partners Ltd

 “Managers and academics alike agree that collaboration can have a dramatic effect on the efficiency and effectiveness of supply chains. Performance management is the key.”

Dr Carlos Mena, Associate Professor, Eli Broad College of Business, Michigan

 “Andrew and Linda have worked for many years to putting ‘science’ into the measurement and management of business relationships. This Simple Guide provides a map for navigating the complex terrain of collaborative performance.”

Professor Richard Wilding, OBE, Cranfield University School of Management

 

  

Special Price: £15.00 free p&p

 (delivery target 7-10 working days in the UK)

To buy a copy (£15 postage free or e-version £6.00) select below:

Book Type

 

A Framework for Managing Collaborative Relationships

The Decision Phase

A Simple Guide

by Andrew Humphries & Linda McComie

SCCI Ltd 2015, ISBN: 978-0-9929552-4-3, 65 pages, A4 size

 

 This guide presents a comprehensive, end-to-end management process based on scientific research covering the Decision Phase. It focuses on the decisions that have to be made to establish the foundations for collaborative working for two or more organisations i.e. establishing a partnering relationship and determining how it will be run. We research a potential business opportunity and whether or not it could be achieved through a collaborative enterprise. We then consider potential partners; if it’s possible to synchronise everyone’s objectives, if a viable joint business case exists, if the potential partners are willing to invest in collaborative management and, they decide to go ahead with a joint enterprise. Finally we will briefly outline the next steps to set up an implementation project.

 

“So often operations and strategy are separated, this is a refreshing perspective here.”

Kevin Zwolinski, CEO Click-On Logistics

“It is widely acknowledged that collaboration delivers better business results. But the ‘when, what and how’ often prove elusive. This guide is invaluable, addressing the first key element of identifying not just when to collaborate, but also the critical issue of selecting the right partner. In today’s business environment, these are insights that every senior manager should possess.”

Tim Cummins, CEO International Association of Contract and Commercial Management

 

  

Special Price: £15.00 free p&p

 (delivery target 7-10 working days in the UK)

To buy a copy (£15 postage free or e-version £6.00) select below:

Book Type

 

 

A Framework for Managing Collaborative Relationships

The Operations Phase

A Simple Guide

by Andrew Humphries & Linda McComie

SCCI Ltd 2015, ISBN: 978-0-9929552-2-9, 52 pages, A4 size

 

 

Much has been written on the subject of collaboration between organisations, principles of trust, maturity matrices and where you are positioned within them, good practice tips and secrets of success but, none tell you how to do it in a simple and effective way.

This guide presents a comprehensive, end-to-end management process based on scientific research. It focuses on a framework that presents a joint management and information environment which combines the best capabilities of the partners to create a high performing enterprise. A key component is the Enterprise Relationship Management Plan:

1.            Organisational and Governance Structure

2.            The Business Case

3.            Relationship Assets Register

4.            Risk Assessment

5.            Commercial Agreement

6.            Management Activities

7.            Continuous Improvement and Innovation

8.            Knowledge Management

9.            Communications

10.          Personnel and Team Development

11.          Exit Arrangements

Thus it brings partnership management into sharp focus and makes it proactive and accountable.

“I am confident this guidance will make a significant contribution to improving practice by giving partnership and collaborative working practitioners the information and tools for success.”

Dr David Hay, CEO, Value Thru Partnership

“Thanks to Linda and Andrew, we have a very helpful guide for the simple and effective management of existing collaborative relationships.”

Dr Robin Singleton, Accord Partners Ltd

“Measuring a relationship is not about measurement, it’s all about continuous improvement and people doing the right things. The relationship management concepts described in this booklet are in line with BS 11000 principles and thus align with the way the Ministry of Defence Collaborative programmes operate. They take a programme from good or very good to excellent.”

Mike Rogers, UK MoD Partnering Support Group

“Your processes are very logical and thorough. I enjoyed reading the pragmatic approach to a subject which some people make too complex.”

Paula Grayson, Bell Consultancy

 

 

 

 

  

Special Price: £15.00 free p&p

 (delivery target 7-10 working days in the UK)

To buy a copy (£15 postage free or e-version £6.00) select below:

Book Type

 

 

 

Enterprise Relationship Management

A Paradigm for Alliance Success

by Andrew Humphries & Richard Gibbs

Gower 2015, ISBN:  978-1-4724-2908-7, 234 pages

Richard Gibbs and Andrew Humphries provide a practical guide to the management process and skill sets needed for co-ordinating the business activities that are essential to creating a competitive advantage. Their eight partnership types developed from earlier research help readers adapt their relationship strategies to the different opportunities that present themselves and focus their greatest time and resources on the collaborations that offer the greatest value. The text includes an explanation of the context for collaboration, the principles and drivers for success, as well as techniques for appraisal and management.

This is an excellent overview of the tools, techniques and philosophies behind an enterprise’s successful management of its strategically important relationships. Enterprise Relationship Management will help ensure your organisation has the requisite ability to form, manage, retire and exit partnerships in a fluid and agile way. Whether you are in sales or marketing or finance and operations, this book will show you how to get the most from your partnerships.

“This is an insightful book that unpacks the dynamics of effective 'enterprise relationship management' and provides the reader with the tools, techniques and procedures needed to optimise twenty-first-century supply chains."

Air Vice Marshal Graham Howard, Assistant Chief of Defence Staff (Logistics Operations)

To save 35% used Code: G15JJL35

Buy this book.

Download flyer

 

Implementing and Managing Collaborative Relationships

A Simple Guide (Third Edition)

by Andrew Humphries & Linda McComie

 

SCCI Ltd 2014, ISBN: 978-0-9929552-0-5, 42 pages, A4 size

  Special Price: £15.00 free p&p

 (delivery target 7-10 working days in the UK)

To buy a copy (£15 postage free or e-version £6.00) select below:

Book Type

A practical, easy-to-implement system for managing collaborative relationships. Essential reading for senior managers whether you are an SME or a multi-national company, public or private sector, selecting a new partner or managing existing relationships. Use it as preparation for BS11000 accreditation.

It covers the following key topics:

  • The Role of the Relationship Manager

  • The Decision Phase

  • The Operations Phase

  • The Exit Phase

Get the maximum value from your relationships including improved revenues, reduced costs, greater market share, specialised know-how and better resilience in difficult economic conditions. Become a company that others want to do business with.

 

 “You’ve done a splendid job of simplifying and demystifying Relationship Management.”

Sue Tompkins, Co-Founder EQ Partnering

 

Download flyer

Strategic Alliances & Marketing Partnerships

Gaining Competitive Advantage Through Collaboration &

 Partnering

by Richard Gibbs & Andrew Humphries

Kogan Page 2009, ISBN: 978-0-7494-5484-5, 235 pages

                    Buy this book

 

 

Business partnerships can be characterised in 8 types – the G+H Partnering Types. Know your type and you know how to improve its performance. Myers Briggs did it for personality profiling, G+H now do it for alliances. This book takes you step by step through the maze of performance characteristics that make up your partnership profile. You can now take timely and effective action to achieve your objectives.

 "This book provides vital and practical understanding"

Anne Mulcahy, President & CEO Xerox Corporation

 "Original and thought-provoking"

Professor Martin Christopher Cranfield School of Management

 "These boys are on to something here"

Air Vice-Marshal Matt Wiles CBE, Director General Joint Supply Chain, UK Ministry of Defence

 

Download flyer

Collaborative Change

Creating High Performance Partnerships & Alliances

by Andrew Humphries & Richard Gibbs

Andrew Humphries & Richard Gibb 2010, ISBN: 978-1-4538-1608-0, 245 pages

In their second book Humphries and Gibbs look at how the need for constant organisational improvements and the increase in partnering come together in what they describe as Collaborative Change.

This book looks at the underlying concepts and models that can be applied, and critically draws heavily on personal experience to shed light on how such change can be executed through high performing partnerships. This ‘experience’ is related in many case topical studies which include war-fighting in Iraq, team management on a husky sledge and operating global, virtual teams in the British Civil Service.

There is a wealth of academic rigour and thought in this book backed by many hands-on examples of how to manage change and partnering effectively. Contributing others include: Tim Barnsley, Tim Cummins, Andrew Downard, Graham Haines, Peter Hunter, David Hawkins, Anthony Kesten and Chris Markey.

“Partnering and alliances is a subject that for many years has been in the too difficult category. This book tackles the ‘elephant in the room’.”

Philip Oliver, Group Marketing Director, Fujitsu

Download flyer

Buy this book

 

 

 

Collaborative Change: Creating High Performance Partnerships and Alliances (Kindle Edition)

Andrew Humphries & Richard Gibbs

Amazon Media EU S.à r.l. 2011, ASIN: B005ZPTBX2

 

A Field Guide to Strategic Alliances and Marketing Partnerships (Kindle Edition)

Richard Gibbs & Andrew Humphries

Amazon Media EU S.à r.l. 2011, ASIN: B005ZPT9C0

 

Performance Measurement in the Management of Food Supply Chain Relationships

Andrew Humphries & Linda McComie

Chapter 2 in: Delivering Performance in Food Supply Chains edited by Carlos Mena & Graham Stevens - Woodhead Publishing Ltd 2010, ISBN: 978-1-84569-471-5

 

Building Relationships that Create Value

Richard Wilding & Andrew Humphries

Chapter 3 in: Dynamic Supply Chain Alignment: A new business model for peak performance in enterprise supply chains across all geographies by John Gattorna - Gower Publishing Ltd 2009, ISBN: 978-0-566-08822-3

 

 

Contact Us: Sales@SCCIndex.com                                                                                                                              Copyright © 2017 SCCI Ltd - All Rights Reserved