Smart Alliances

JOHN R. HARBISON is vice president of Booz Allen & Hamilton and leads the firm's strategic alliances practice. PETER PEKAR is a senior adviser to Booz Allen & Hamilton on intellectual capital and a visiting associate professor at the London School of Business, where he teaches a course on strategic alliances for senior executives.

"An extraordinarily practical guide to making alliances work. Highly recommended to anyone at the sharp end of a strategic alliance." -Gary Hamel, associate professor, London Business School, and coauthor, Competing for the Future "Harbison and Pekar bring substance and depth to a topic that has all too often been discussed in mere platitudes. Their advice on how to manage cross-border alliances in a rapidly changing global economy is essential reading." -John A. Quelch, Sebastian S. Kreske Professor of Marketing, Harvard University "As the president of an association that endeavors to provide our membership with practical guidelines for alliances, I found this book to be one of the best guides on the subject-clearly pointing out the successful as well as the unsuccessful routes to higher return on equity through alliances." -Charles H. Conner, president, Association for Corporate Growth "John Harbison and Peter Pekar have assembled a decade of their writings and consulting experience on alliances into a fascinating manual. Direct and comprehensive, their book represents an unusual combination of thoughtful analysis and pragmatic advice." -Bruce Kogut, Dr. Felix Zandman Professor of International Management, Wharton School, University of Pennsylvania

• Foreword by William F. Stasior1. Opportunities and Imperatives2. The Momentum Behind Alliances3. Leapfrogging the Learning Curve4. How Great Alliances Grew: Four Case Studies5. The Eight-Step Roadmap6. Lessons And Opportunities Acrooss Borders: The View from Across the United States7. Legal and Governance Perspectives an Strategic Alliances8. Institutionalizing Alliance Capabilities: The Secrets of Repeatable Success