Strategic Alliances [Hardcover] by Steve Steinhilber

Book Summary:

“Strategic Alliances: Three Ways to Make Them Work” by Steve Steinhilber is a concise, 160-page guide rooted in his experience as Vice President of Strategic Alliances at Cisco. Published by Harvard Business Review Press in October 2008 the book argues that while companies launch thousands of alliances annually, over half fail—and success hinges on mastering three essential dimensions:

• The Right Framework – Clearly define how an alliance advances strategic goals, select suitable partners, and align the vision and objectives from the outset

• The Right Organization – Staff the alliance with skilled leaders, establish joint governance—such as steering committees and alliance managers—to keep the partnership on track

• The Right Relationships – Build and nurture deep trust and open communication, capitalize on each partner’s complementary strengths, foster collaboration and innovation, and proactively manage risks

 The book also explores managing complexity—covering issues like intellectual property, portfolio selection, and contingency planning—and emphasizes the need for ongoing performance measurement, learning, and adaptation to ensure long-term alliance success This practical and authoritative ‘memo to the CEO’ offers managers a clear roadmap to building and sustaining value-driven strategic partnerships.

About the Author:

Steve Steinhilber is a seasoned business executive known for his expertise in forging and managing strategic alliances. As the Vice President of Strategic Alliances at Cisco Systems, he played a key role in developing some of the company’s most successful partnerships, helping Cisco grow through collaboration and joint ventures across the technology industry. With decades of real-world experience, Steinhilber brings a practical and insider perspective to alliance management, blending strategic thinking with hands-on leadership. His work emphasizes the importance of structure, trust, and alignment in partnerships. Through his book Strategic Alliances: Three Ways to Make Them Work, he distills his learnings into actionable insights, making it a valuable resource for business leaders and managers navigating the complexities of corporate alliances.