Achieving GoalsThrough Collaboration and

Cooperation

Mitch Federman

Yardley, PA

Effective Partnerships and Alliances

Benefits of Partnerships and Alliances

Enlarge MarketsIncrease RevenueShare RiskReduce Time-to-MarketReduce R&D ExpenseReduce Marketing

ExpensesGain Access to Scarce

Resources

Elements of a Viable RelationshipCommon, Concentric, or Complementary Goal SetsComplementary Capabilities, Skills, or MarketsComplementary or Similar CulturesRespect for the Values of Potential PartnerEach Party’s Constraints and/or Limitations Are

RecognizedComparison of Processes and Establishment of

Common “Best Practices”Joint Planning, Scheduling, and ManagementSingle Points of Contacts for Each Function Channeled CommunicationsClear Exit Strategy

Traits of Successful Alliance Leaders

Vision of End Goals Commitment/DedicationRelationship Management

SkillsLeadership SkillsOrganizational SkillsTeam-Building SkillsInterpersonal SkillsProject Management Skills

Research SkillsFinancial/Analytical SkillsManagement DisciplineResource ManagementCommunication SkillsNegotiation SkillsMentorship Capabilities

Got it all…?

Mitch Federman – “The Missing Piece”

I am a relationship-builder and facilitator. I work with organizations to create synergies that accomplish challenging goals through the sharing of knowledge, experience, contacts, capabilities, risks and rewards.

Past Program Successes

Technology Acquisition/IntegrationJoint Technology/Product DevelopmentChannels DevelopmentCreating Synergies: Internal &

ExternalSales Teaming Agreements Public-Private PartnershipsCooperative Marketing Programs

Case 1:Technology Acquisition/Integration

Situation: Rid culture of “Not Invented Here” syndrome. Satisfy product plans

while reducing R&D expense and accelerating time to market

Action: Research potential alternative sources of required technologies Lead cross-functional team to evaluate, select and recruit

appropriate vendorsInfluence vendor technology direction in return for marketing muscle

and distribution channels.Incorporate use of new technologies into product roadmaps,

manufacturing, and marketing plans

Result: Early introduction of attractive new products with reliable and

competitively priced alternative display technologies and keyboards.

Case 2: Joint Technology/Product Development

Situation: Design and develop aggressive new microprocessor product but

lacks the practical experience needed to develop vital new process technology it requires.

Action: Partner with semiconductor manufacturer who does process

design while computer company does circuit design. Co-develop sophisticated multi-tier manufacturing process with

leading semiconductor manufacturer.

Result: LSI-11 (PDP-11 on a chip) and second manufacturing source MicroVAX on a chip and second manufacturing source

Case 3: Channel Development

Situation:Small niche software firm finds US market for it’s

product is saturated, European market is vibrant but how to reach and support it effectively?

Action: Researched and contacted fifty potential product

resellers/integrators. Issued RFP and evaluated responses. Recruited six. Provided sales training, technical training, marketing, and pre-

sales support. Supported forecasting efforts.

Result: Penetrated European market Received Export Achievement Award from US Dep’t of Commerce

and grant from Maryland Dep’t of Business & Economic Development

Case 4: Creating Internal Synergies - Building Client RelationshipsSituation:

After sequential changes to corporate business model and sales organization, customers and prospects had been left neglected, and sales processes were dysfunctional.

Action: Contacted accounts. Learned and resolved issues. Delivered

against commitments. Mapped account stakeholders - learned business problems, provided

information, followed through. Built rapport and credibility. Worked with Telemarketing to establish criteria for account

qualification and co-managed the process. Led peers in establishing transparent collaborative sales process

enabling joint effort with accounts to define and understand the costs and benefits of a proposed solution.

Result: Established a viable pipeline of sixteen $1 million+ sales

opportunities.

Situation: Convert a privately owned opportunity-driven software design firm into a

disciplined professional services organization. Dramatically improve revenue and margins, and ensure predictable, manageable growth.

Action: Leveraged architectural competencies into value-added system design

projects thus improving corporate revenue and margins.Teamed with a group of defense contractors to promote the use of

standards-based methodology for system design within several federal agencies.

Formed an alliance with complementary IBM Business Partners to credibly team, propose and deliver affordable enterprise-wide solutions to Fortune 1000 companies not directly serviced by IBM.

Result:Increased revenue 43% within eight months to $4.0 million.

Case 5: Creating Synergies –Leveraging Assets Via Teaming Agreements

Case 6: Public–Private Partnerships

Situation: Community-based non-profit support group partners with public-private

organizations to help reduce local unemployment.

Action: Group runs networking and support activities resulting in 68 job-seekers

returning to the workforce in 18 months Group co-sponsors job-fair with Bucks County Workforce Investment

Board, PA-CareerLink/Bucks County, and Bucks County Community College.

Begins coordination effort to help expand and migrate successful workforce development programs from Chester County into Bucks and other adjacent counties.

Result: Concerted effort just underway. Stay tuned….

Mitch Federman… …“Your Missing Piece”

Establishing Effective Partnerships and Alliances

Proven Results in Achieving Goals Through Collaboration and Cooperation

Mitch FedermanYardley, PA 19067Tel: 215-200-9035

mitchfedm@comcast.net