About Us | Alliancebestpractice.co.uk

About Us

On average we increase the commercial value of alliances between 250% and 650% for our clients within 18 months.

Alliance Best Practice (ABP) is a research amd benchmarking consultancy based in the United Kingdom. The sole focus of the organisation is to help clients generate more value from their strategic alliance relationships through the discovery, dissemination and delivery of alliance best practices. Our consultants and associates are a group of international independent experts who each specialise in some aspect of strategic alliance formation, management or optimisation.

The firm is founded on 52 Common Success Factors (CSFs) that have been statistically proven to contribute to alliance success (Best Practices).

Our goal is to increase the knowledge and subsequent adoption of proven best practice principles to help our clients optimise their alliance relationships.

The organisation’s unique offering is a world class database of over 200,000 observations of alliance best practices in action generated from examining in depth over 600 strategic alliance relationships in the last 14 years.

ABP associates offer keynote presentations, training or executive education sessions and will also work on client specific pieces of alliance research by prior agreement.

If you would like to contact any ABP associate you may do so by contacting info@alliancebestpractice.com

 

Directors, Partners and Associates

Managing Director – Mike Nevin – Mike is an internationally respected strategic alliance theorist and practioner. He founded Alliance Best Practice Ltd (ABP) in August 2002 in response to the repeated question: ‘What exactly ARE the best practices in alliances?’ That seemingly simple question started an ongoing 16 year research initiative to identify best practices in commercially successful alliances.  The result was the development of the Alliance Best Practice Database which to date has benchmarked over 800 alliances and contains over 200,000 observations of alliances ‘in action’.  As a result of the insights gained Mike published his research in 2014 in the denitive text for students of strategic alliances, appropriately called ‘The Strategic Alliance Handbook’. The first edition sold out in record time and the second edition and an electronic copy are now available. Mike has continued to work with leading edge partnering companies such as: IBM, Capgemini, Accenture, Cisco, Dell, EMC, Vodafone, BT, SAP, Oracle and Microsoft and in particular provides global alliance vice presidents with a Best Practice Partnering (BPP) coaching service.  Mike is married and lives in Solihull in the United Kingdom.  Mike’s only significant character flaw is that he is a lifelong supporter of Everton FC Football Club!

 

 

Associate Director – Jim Whitehurst Jim Whitehurst had a long career with IBM, his last role being the leadership of their EMEA Alliance organisation. After IBM, Jim spent 8 years with SAP, initially man raging their relationship in EMEA with the Managing Agents and the Auditors and then their relationship with IBM. This was a challenging role as IBM were SAP’s second largest partner but also their second largest competitor. For the last two years, Jim has been managing Finastra’s global relationships with IBM and Infosys.

From his time at IBM, Jim has experience of the management of alliance teams and the justification of the alliance function within an organisation including the measurement and compensation of alliance managers. From his time at SAP, Jim has experience of the damage ent of alliances where there is ‘co-opetition’ i.e. the management of a relationship where the partners are working together in some areas but fiercely competing in others. From his time at Finastra, Jim has experience of the management of a global alliance and the need for developing a strategy with encompasses the subtle differences between the Global Regions i.e. the way you manage an alliance in Japan will be different from how it is managed in USA.

 

 

Associate Director – George Dziedzic – Following the successful sale of his business, Foster MacCallum, George is continuing to use his expertise to help companies develop and grow their businesses and partner communities.  With over 30 years’ international experience in leading partner and channel sales growth for clients, George has built a strong reputation for delivering partnering excellence with the world’s leading IT vendors such as IBM, SAP, Dell, Cisco, Citrix, VMware and most recently, fast-growth cloud businesses such as Splunk, Box and Riverbed.

 

 

 

 

Associate Director – Kathie Osborne
Kathie’s career has spanned VP level and Interim roles in Sales, Alliances & Channels, Business Development and broad B2B Marketing across such technology companies as IBM, Oracle, BT Global Service, Tata Communications and a number of smaller SaaS vendors.
Her specialities include: strategic alliances, routes-to-market, partner recruitment, partner and affiliate programmes/frameworks, and implementing channels/alliance strategic plans and programmes for technology companies.