The Art of the Alliance

Corporate matchmaking takes center stage

Alliances, whether in business or politics, require a foundation of trust. The great military historian Sun Tzu, author of The Art of War, said, “We cannot enter into alliances until we are acquainted with the designs of our neighbors.” Today, companies are being forced to consider alliances as a key component of their business strategy. As trade barriers disappear and new playing fields open up, there are opportunities to capture and competitive pressures to confront. Alliances have changed the very nature of business.