ASAP Education Provider Partner Program

Table of Contents Program Overview and Objectives Who Should Apply Program Benefits: Why Apply EPPP Service & Offerings Fees Criteria for Consideration Alliance Management Competencies Terms of Agreement Fee Agreement Association of Strategic Alliance Professionals Page 1

Program Overview and Objectives As the world s leading professional association dedicated to the alliance management discipline, the Association of Strategic Alliance Professionals (ASAP) association serves as the backbone for the alliance management community. ASAP has long provided its more than 2,500 individual and corporate members an array of professional development opportunities in the field of alliance management unmatched by any organization. ASAP s Education Provider Partner Program (EPPP) represents some of the profession s best trainers and mentors and their programs in one place for individual alliance managers and their companies to turn to in order to develop the skills that enable strategic alliances to achieve corporate objectives. EPPP: Establishes ASAP as the leading source of training opportunities for its members who manage alliances or collaborative business relationships, Allows ASAP members to improve and augment their own skill sets and those of their alliance teams, Maintains ASAP s position as the premier professional membership organization dedicated to alliance management, Provides members opportunities to prepare for ASAP Certification exams, Presents the world s best alliance management teachers, and Creates a forum for leading alliance management oriented educationbased individuals and organizations to reach hundreds of alliance management professionals as well as leading companies such as ASAP Global Members Abbvie, AstraZeneca, CA, Capgemini, Cisco, Citrix, Covance, Dell, IBM, Janssen Pharmaceutical Companies of Johnson & Johnson, Lilly, Microsoft, Novartis, SAS, Sanofi Schneider Electric, Verizon, VMWare and Xerox. Association of Strategic Alliance Professionals Page 2

Who Should Apply The Education Provider Partner Program s instructors and programs bring innovative methods and distinguished track records of instilling the most up-todate skill sets within the alliance management community. ASAP is seeking accomplished individuals and organizations that provide curricula in the following areas: General alliance management or collaborative business relationships Specific skill sets related to alliance management ASAP welcomes and encourages applications from a variety of training organizations and consultancies public and private that: Offer internal education Develop customized learning for organizations Provide training or assistance on an individual or group basis Conduct distance, virtual, or asynchronous learning Offer classroom type or innovative training as part of a consultancy Present training localized to different countries and regions If you or your firm offers training services or workshops to alliance management professionals, the ASAP Education Provider Partner Program offers visibility to more than 2,500 members and some of the leading global businesses engaged in alliances, including AstraZeneca, Cisco, Dell, IBM, Microsoft, Novartis, SAS, Schneider Electric, Xerox, and Janssen Pharmaceutical Companies of Johnson & Johnson among many others. Please contact ASAP at +1.781.562.1630 ext. 205 or jsilver@strategic-alliances.org for more information. We welcome applications from all types of individuals and organizations, including: ASAP Global Members Commercial Training Firms Colleges and Universities (e.g., community colleges, business schools) Professional Associations Management Consulting Firms Employees of ASAP Corporate Member Organizations ASAP Service Providers or Consultants Association of Strategic Alliance Professionals Page 3

Program Benefits: Why Apply Becoming an approved ASAP Education Provider Partner gives you the following unique benefits: Marketing and business development opportunity for your consultancy/business Business card size ad on the EPP page in the Strategic Alliance Magazine (SAM) 4 times per year (attached) (value of $1,680) Business listing and logo recognition on the EPP landing page on www.strategic-alliances.org Partner marketing at ASAP signature events e.g. logo recognition in transition decks, signage and flyers promoting the EPP program. Each EPP has an area within the Member Resource Library under Education Provider Partner Program Libraries with their logo and a link to a landing page where all provided white papers and case studies can be downloaded by members. EPP ad in onsite program guidebook (attached) ASAP will provide news about the EPP s in our monthly enews as seen in the current issue (Feb/Mar) Scheduled feature spot in enews in which each provider partner will be able to provide new whitepapers, tools or case studies Scheduled featured provider email in ASAP EPPP News Recognition in the alliance management community as a leading provider of professional training and services in the discipline; ASAP will market partner programs to ASAP membership Use of the ASAP and Professional Development Provider Partner logo and the credibility that comes with ASAP s imprimatur; Access to ASAP s certification intellectual property (for training purposes) Approval for your program or workshop to earn CA-AM /CSAP certification qualification points; Ability to offer certification training to ASAP members utilizing ASAP curriculum. In return for offering ASAP certification training, ASAP will provide an honorarium ($1,750.00) per workshop taught Association of Strategic Alliance Professionals Page 4

EPPP Service Offerings EPPP consists of four categories of training services: Customized Learning Private consulting-style hands-on training tailored to the unique needs of an individual, group, situation, or organization Open Enrollment Classroom- or workshop-style tutoring for individuals, groups, or organizations Certification Preparation Utilizing ASAP intellectual property MultiCategory A combination of training offerings Fees One Year EPP Rate Two Year EPP Rate ASAP Member $1,395.00 $2,232.00 (20% savings) **Enrollment fee will be waived to partners who invest $25,000 or more in any ASAP sponsorship program annually based on fiscal year. *** 30% discount will be applied to partners who invest $10,000 - $25,000 in any ASAP sponsorship program annually based on fiscal year. **$200.00 discount will be applied to charter members. Applications are reviewed by a team of certified alliance management professionals Incomplete applications will not be considered You must be a member of ASAP to be approved as a EPP Criteria for Consideration Applicants for all Partner categories are required to demonstrate a minimum of five years of experience in alliance management and/or in providing training aligned with ASAP s Alliance Management Competency Model (see Alliance Management Competencies, below). In addition to a completed application, signed agreement, and submission of applicable fees, interested individuals and organizations should submit the following: Association of Strategic Alliance Professionals Page 5

Supporting Documentation Required Customized Learning A list of references from 3 5 previous clients Open Enrollment Materials mapped to ASAP Alliance Management Competency Model Curriculum of instruction mapped to competencies Sample of course description (3 or more courses) that details learning objectives and course content A list of references from 3 5 previous clients and 3 students Process or methodology that ensures quality of content and instruction Process for tracking individual participants instructional hours that is validated by someone other than the participant A demonstration of instruction ability (CD or link to webinar) Certification Prep Workshops N/A Alliance Management Certification Requirements N/A N/A Individuals and organizations providing certification preparation must be certified at the level at which they will provide the workshop Association of Strategic Alliance Professionals Page 6

Alliance Management Competencies ASAP has established the basic set of context, core, and company skills alliance management professionals should possess. As part of the application process, individuals and organizations must demonstrate how their courses, workshops, and training match with the ASAP Alliance Management Competencies. Context Competencies These skills are the foundation elements that enable an Alliance Manager to perform his or her job duties effectively. These skills are important to perform the work, but do not in themselves ensure that the Strategic Alliance group is fulfilling its strategic mission for the Company. Communication skills Time management Conflict resolution Contract negotiation Financial management Legal aspects of Alliance work Corporate relationship management Interpersonal skills Change management Problem resolution/critical thinking Project management Cross-functional team management Global thinking Leadership Team management Doing business with other cultures Influencing others /influencing without authority/coaching leaders Core Competencies These functionally critical skills are key to the success of the Alliance Manager in defining and driving an alliance. They represent the areas that are specifically tested by the ASAP exams for Certificate of Achievement Alliance Management (CA-AM) and Certified Strategic Alliance Professional (CSAP): I. Alliance Capabilities Governance Structure Alliance Cycle Conflict Resolution Association of Strategic Alliance Professionals Page 7

II. Specific Skills Development and Mastery Strategic Alignment Development and Design Selection and Qualification of a Potential Alliance Partner Alliance Governance Alliance Operations Model Alliance Launch Managing Organizational Alignment Alliance Metrics and Value Measurement Alliance Across a Value Network Alliance Negotiations Planning, Implementing, and Monitoring Corporate Relationship Management Cultural Considerations Termination and/or Transformation Cooperation Among Competitors Professional Development of Alliance Managers III. Corporate Capability for Collaboration Fostering Collaborative Culture Skill Development Collaborative Network and Ecosystem Management Business and Industry Knowledge These skills pertain to the unique demands that business models and industry differences place on alliances. It is believed that such differences will require alliance managers to adopt and master different practices as a result. I. Business Knowledge Business/financial analysis skills Business strategy and strategic marketing Business models of different types of partners II. Industry Knowledge Partner s industry knowledge Business sector knowledge and trends Company industry knowledge Industry/market value chains Sales processes Marketing processes Professional services delivery processes Association of Strategic Alliance Professionals Page 8

Company-Specific Competencies These knowledge elements, which are very specific to Company and its strategy, enable the Strategic Alliance Manager to understand the role and the mission of the Strategic Alliance group and the role and mission of the particular alliance to be managed. They include: Company general market priorities and overview Company partnering culture Company organizational and functional structure Company governance Company-specific market and partnering strategy Company technology initiatives Strategic Alliances at Company, Inc. Strategic partners and their relative positioning Nonstrategic Company alliances (know how to access) Association of Strategic Alliance Professionals Page 9

Terms of Agreement Approved training organizations and individuals agree to provide a discounted rate 15% - 25% on all open enrollment programs promoted by ASAP. Discount can be set by the provider. Any and all marketing materials and curricula utilizing the ASAP logo must be submitted to ASAP a 10 days prior to use for review and approval. All decisions regarding appropriate use of the ASAP logo rest with ASAP s Director of Marketing Use of ASAP logo must follow ASAP usage guidelines. ASAP does not take responsibility for organization s promotion of passing rates or guarantees of passing an exam. Approved organizations may utilize certain ASAP publications and research (citing ASAP as the source) with prior written consent from ASAP Organizations cannot be automatically awarded ASAP Partner status through any agreements made in relation to sponsorship or advertisement in connection with ASAP. Individuals and organizations involved in the Educational Provider Partner Program agree not to compete with similar activities already scheduled during ASAP conferences. Fee Agreement Fees are organization-based. Any delivery as an EPP partner must be an ASAP member All Partners will be able to set their own open enrollment fees. ASAP certification fees are standardized and determined by ASAP. The only exception will be Partners providing services directly on behalf of ASAP Global or one of its chapters. In this case, the Partner agrees to the prevailing policies set by ASAP. For an application, click here or contact Jennifer Silver, jsilver@strategic-alliances.org or 781-562-630 ext 205. Association of Strategic Alliance Professionals Page 10

ASAP EDUCATION PARTNER PROVIDER PROGRAM APPLICATION APPLICANT INFORMATION (MUST BE COMPLETE & LEGIBLE) Completed forms can be sent to ASAP, Attn: Jennifer Silver, Certification Coordinator, 960 Turnpike Street, Suite 3A, Canton, MA 02021. Fax: +1.781.562.0354 Email: jsilver@strategic-alliances.org. In addition to the completed form, applicants need to include additional information as required see Criteria for Consideration in an organized manner for the review team. Full Name: Company Name: Current address: City: State/Province: ZIP/Postal Code: Country: Phone: Email: URL: ASAP Member Status (please circle response): ASAP Member Type (please circle response): ASAP Certification (please circle response): Yes No Not Sure Individual Corporate Global N/A CA-AM CSAP Not Certified Are You Applying as a Sole Proprietor or a Non-Profit Education Based Organization? If Yes, please indicate below. If No, please proceed to the next question. Please note that ASAP membership is required for participation; refer to Criteria for Consideration. ASAP reserves the right to determine if membership is a requirement of a specific organization Sole Proprietor Non-Profit Education Based Organization PROGRAM APPLICATION INFORMATION (MUST BE COMPLETE & LEGIBLE) Association of Strategic Alliance Professionals Page 11

ASAP EDUCATION PARTNER PROVIDER PROGRAM APPLICATION Program Type (please circle response): Please indicate below which category applies to your offerings. Select all that apply. Customized Learning Open Enrollment Certification Prep Workshops Multi-Purpose Names of Courses: Please provide a listing with description of programs and courses your organization offers. Customized Learning Open Enrollment Additional Listing of Authorized Trainers. Please provide a list of additional trainers within your organization that provide training. Delivery of courses and programs as an EPP must be an ASAP member Additional Trainer 1 Additional Trainer 2 Association of Strategic Alliance Professionals Page 12

ASAP EDUCATION PARTNER PROVIDER PROGRAM APPLICATION ALLIANCE MANAGEMENT EXPERIENCE Please describe your previous alliance management experience. We require a minimum of 5 years of demonstrated experience in alliance management and/or in providing training aligned with ASAP s Alliance Competency Model. Provide as much information as necessary below to fulfill this requirement. APPLICATION FEES Please refer to the Fees Section for the appropriate fee payment. If you need to become a member, this is a separate fee and you must contact our membership team and have your membership processed prior to your application for the ASAP Educational Partner Provide Program being reviewed. For membership inquiries, please contact Lori Gold at at +1.781.562-1630 ext 203 or lgold@strategic-alliances.org. All fees due at time of application. Fee will be processed upon approval. Annual Fee TOTAL Type of Payment: PAYMENT Check (Made Payable to the Association of Strategic Alliance Professionals) Credit Card AMEX Mastercard Visa Association of Strategic Alliance Professionals Page 13

ASAP EDUCATION PARTNER PROVIDER PROGRAM APPLICATION Credit Card No. Expiration Date (mm/dd/yy) Sec. Code Billing Address: REFERENCES Name Address Phone SIGNATURES I authorize the verification of the information provided on this form as to my credit and employment. I have received a copy of this application. Signature of applicant: Date: Association of Strategic Alliance Professionals Page 14