*moup workshop scoping an explanatory paper for workshop attendees *memorandum of understanding and...
TRANSCRIPT
*MOUP Workshop Scoping
An explanatory paper for workshop attendees
*Memorandum of Understanding and Principles
Contents
Background Workshop stages Identifying scope Identifying key stakeholders Combining scope and stakeholders Example previous ‘scopes’ Further details
Background
This document is designed to help organisations identify the individuals necessary for a successful relationship review using an MOUP workshop.
It deals with two major issues. These are;– Identifying the scope of the relationship to
be reviewed and– Identifying the key stakeholders to be
involved in: Data gathering and Attending the workshop
Workshop stages
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5
Name Scope Diagnostic Workshop Documentation
Sign off
Objective Agree the scope of the relationship to be reviewed.
Gather data to identify existing assumptions / gaps.
Agree the elements of the MOUP and suggest content.
Produce a draft MOUP from the discussions at the workshop.
To ‘sign off’ a jointly agreed MOUP.
Key Tasks Agree the approach with both relationship executives.
Complete online MOUP diagnostic.
Run a 1 - 2 day MOUP workshop.
Compile the content notes into the agreed MOUP template structure and circulate to attendees.
Circulate the draft MOUP to all prospective stakeholders and secure agreement.
Output A draft relationship scope document.
Workshop agenda.
MOUP working papers and notes.
A draft MOUP.
An agreed MOUP.
Objective : Produce a jointly agreed relationship governance model
Identifying scope
The key thought to bear in mind when identifying your chosen scope is:– “Big enough to matter but small enough to control”
Ideally your chosen scope should represent a relationship or part of a relationship which has clearly defined boundaries. These boundaries could be; geographic, target business sector, operating division of each partner, or business problem or issue.
For example;– Geographic – EMEA, Asia Pac, Americas or even country
specific– Target business sector – Financial services, manufacturing,
small to medium sized enterprises (SME) or pharmaceutical– Operating division – Hardware, Software, Global Services, etc.– Business problem – Unified communications, ERP, Remote
hosting, etc.
Identifying key stakeholders
Level Alliance Business Technology
Marketing Sales
Strategic The global Head of Alliances
The executive sponsor for the relationship
Managerial The regional VP Alliances
The business manager responsible for the chosen scope
The business manager/s responsible for the technology areas affected
A senior marketing representative who will be responsible for marketing the relationship.
A senior sales manager responsible for the area chosen.
Operational The dedicated alliance manager
Representative technologist/s who will be required to build the solutions chosen
Representative salesman/men who will be required to sell the solutions chosen
Note: You will not be able to get everyone to attend the workshop that you require and finding the balance between attendance and pragmatism is an art not a science! But you should be aiming to get representative cover from: a) The business b) The alliance function c) Technology d) Marketing and e) Sales
Combining scope and stakeholders
Alliance Business Sales Marketing Technology
Partner 1StrategicManagerialOperational
Partner 2StrategicManagerialOperational
Strategic : ‘Where is this relationship going?
Managerial : ‘How can we best manage this relationship given our other commitments?’
Operational : ‘How can we maximise the efficiency of this relationship to deliver the most value at the lowest cost?’
For the diagnostic the key focus is on people who can give us good data about the current and past state of the relationship.
For the workshop the key focus is on people who can help us do something about our chosen improvement areas.
Example previous ‘scopes’
4 countries in EMEA between IBM and Business Objects
14 instances of the IBM relationship with Cognos One major supplier relationship broken into 3
parts 16 individual global alliance relationships of
Microsoft The financial services sector globally between
SAP and Accenture The relationship between IBM Global Services
and SAP in EMEA (22 instances)
Further Details
For further details please contact;Mike NevinManaging PartnerAlliance Best Practice LtdWeb: www.alliancebestpractice.com Office: +44 (0)1675 442490Mobile: +44 (0)7766 752350E Mail: [email protected]