ABSTRACT
This chapter provides alliance managers with robust and proven approaches which are equally viable in a variety of industries and company sizes. It assumes that facing a situation in which reader has been asked to develop an existing or new business opportunity using a strategic alliance. The creation of a partner criteria model is an essential first step in choosing partners because it gives the organisation the ability to realise what criteria are being used to judge partners in the current exercise. The chapter explains high-tech sector in Europe to illustrate that when choose a new partner readers should pay attention to a multiple set of business-to-business alignment factors. One of the important uses of the completed chart is to assess the reasonableness of the intended actions and plans. This can be accomplished in one of two ways: vertical analysis and horizontal analysis. An important element of RACI charting involves developing the actions to be charted and agreed upon.
