First and second article in: Forming Strategic Relationships -1 Forming Strategic Relationships -2 — Indeed, acquisition strategies in technology-based industries have a pretty dismal record. Schlumberger, for example, tried to acquire its way into high technology. The company, a leader in the oil-services business, wanted to gain a foothold in new technologies, so it acquired [...]

See previous article in: Forming Strategic Relationships -1 ————- Many strategic relationships link a small company with a large company. These relationships are not a zero-sum game: Both companies can benefit. Small, growing companies acquire an important aura of credibility by linking up with large, respected companies. The large company acts as a credible reference [...]

Companies in fast-changing industries need to form all types of relationships. As I have already discussed, they need relationships with venture capitalists, with dealers, with industry luminaries. But just as important, if not more so, are relationships with other companies in the same industry. In fast-changing industries, these relationships are becoming more important than ever [...]