Every alliance is potentially Coopetitative. Successful BD executives need to be skilled in recognizing and managing in that context, or risk being outmaneuvered.
We defined two types of Coopetition:
The Second Order of Coopetition involves at least three parties (A, B, and C). A forms alliances with B and C, where B and C are significant competitors.
If there are complex interrelationships, it can be helpful to plot competing and collaborative products on a “core-context” dimension – the degree of Coopetition then becomes apparent.
In these days of industry consolidation, even if your partner is not a Competitor yet, they may become so soon. So, it is always worth spending time understanding the competitive posture of your potential partners and adjusting strategies and the joint value proposition accordingly.
A value proposition that grows the pie and achieves business goals for both parties will usually trump a critical or peripheral competitive threat!
Back to my coffee.