What Makes Eli Lilly Good At Alliances?
Alliance Measuring the
Culture of Alliances
1. Rich history in making
collaborations and
partnerships.
2. Leading and pioneer in
making alliances (Example of
Genentech)
3. Serious attitude towards the
importance of role of
Alliances in Growth of Eli
Lilly. (1996 deal failure)
03/20/2021
Capabilities
1. Office of Alliance
Management was a separate
organizational unit which
helped Lilly with maximize
the value of alliances
2. They focused on reducing
failures due to reasons other
than scientific ones. Focused
on softer aspects like
Cultural alignment, Conflict
etc.
3. LAMP - Roadmap for
creating streamlined &
simplified alliance
management process
4. Responsibility Centers –
Alliance Champion, Alliance
Leader & Alliance Manager
Right Parameters
1. Under the LAMP, Lilly has
certain parameters that
measure parameters to track
and drive the value creation
from alliances like VOA, 3D
fit analysis and alliance
health.
2. VOA - surveys that are
professionally administered
and fully anonymous to
encourage frank responses
3. 3D Fit Analysis – Measured
Strategic, Operational and
Cultural Fit
4. Alliance Health – Use of
VOA to continuously
monitor the success of
Alliances
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