ABSTRACT
Trust is probably the most frequently cited and most easily identified of the cultural CSFs. Partnerships can endure virtually any stresses and strains if there is a high degree of business-to-business trust. This chapter explains case studies based on the strategic alliance relationship between GSK Healthcare and Cardinal Health and also between Rolls-Royce and TNT Express. The collaborative corporate mindset concerns an organisations desire to enter a partnership coupled with that organisations degree of the maturity in thinking about partnering. Alliance Best Practice has been unable to find a defined collaboration skills training course. The Database having dedicated managers for strategic alliance relationships improves the chances of success enormously. An alliance centre of excellence makes an appearance in organisations in stage II systematic. For example, a large and global consultancy business established a strategic alliance relationship with a telecommunications company based in Europe. An increasing number of organisations now recognise the need for good cultural alignment with their partners.
