Principles of Collaboration Management: A Formal Discipline
We have previously described the value of having a coherent network strategy as one of the two enablers to achieve collaborative success. This chapter concentrates on the second: the principles of managing collaborative relationships. Enterprise relationship management is the process for co-ordinating all the business processes and activities that are essential to the success of a joint/multi-party endeavour, and is structured around a threephase approach: a Decision Phase, an Operations Phase and an Exit Phase. It involves the formal management of those aspects of a joint enterprise that contribute to the bottom line by blending together framework contracting and relational governance (see Figure 8.1). The practical aspects of how to do this are covered in Chapter 9.