Corporate Partnering a "How-To" Handbook
Table of Contents
Chapter 1
Corporate Partnering - Is it for you? - 1
  • Responding to rapid global change - 4
  • The rate of change is accelerating - 9
  • External vs. Internal change - 12
  • Acquiring new skills, technologies, and markets - 16
  • Compensating for resource limitations - 18
  • How to use this book - 20
  • Summary - 21
Chapter 2
Benefits of Corporate Partnering - 23
  • Benefits to junior partners - 25
  • Cash flow - 25
  • Reduced overhead - 27
  • Improved access to capital - 29
  • Investment of capital - 29
  • Credibility - 31
  • Access to senior's facilities and technology - 32
  • Access to senior's expertise - 33
  • Ability to keep the company small - 34
  • Benefits to senior partners - 36
  • More products to sell - 36
  • Innovative product - 37
  • Creative people - 39
  • Speed and flexibility in delivering new products - 40
  • The senior partner can hedge its own R&D effort - 41
  • Less costly than buying a company - 42
  • Cost savings - 43
  • Benefits to all types of partners - 45
  • Product distribution - 45
  • Diversification into new markets - 48
  • Manufacturing capability - 49
  • Reduced risk - 51
  • Knowledge and know-how - 52
  • The wheel doesn't have to be reinvented - 55
  • The shoring up of weak areas in the company - 57
  • Strengthened relationships - 59
  • Ability to move quickly - 60
  • New markets - 62
  • Stay focused on your core competence - 63
  • Summary - 65
Chapter 3
Disadvantages of Corporate Partnering - 67
  • Disadvantages - 67
  • Sharing of future profits - 67
  • Foreclosure of other opportunities - 68
  • Barriers to future financing opportunities - 69
  • Distractions - 71
  • Beware, you can create a competitor - 72
  • Unexpected disappointment - 74
  • Summary - 78
Chapter 4
Finding and Evaluating Partners - 81
  • Security analysts - 81
  • Investment bankers - 82
  • Market research reports - 83
  • Industry publications & other sources - 84
  • Industry publications - 84
  • Personal contacts - 85
  • Trade associations - 85
  • Reference librarian - 87
  • Collect information - 87
  • D&B reports - 87
  • Fortune company profiles - 88
  • SEC filings - 88
  • Franchise filings - 90
  • Database searches - 91
  • The internet - 91
  • Analyst reports - 94
  • Find/svp company information service - 95
  • The government - 97
  • Other sources of information - 97
  • Personal introductions - 99
  • Be creative and resourceful - 99
  • What to look for in a partner - 101
  • Evaluating partnering opportunities - 102
  • Summary - 108
Chapter 5
Structuring Your Deal - 111
  • Ten basic corporate partnering structures - 111
  • Seven different ways for Senior Partner to fund a Junior Partner - 126
  • Warrants - 127
  • Examination fees - 129
  • Plan for your exit - 130
  • Keep the structure simple - 134
  • Antitrust issues - 136
  • Summary - 142

 

Chapter 6
The Basic Building Blocks - 147
  • Nine key types of agreements - 147
  • Marketing and distribution agreements - 147
  • License agreements - 148
  • R&D agreements - 149
  • Manufacturing/supply agreements - 149
  • Outsourcing agreements - 150
  • Guarantees - 152
  • Letters of credit - 152
  • Proprietary rights agreements - 153
  • Non-competition agreements - 154
  • Finance and equity agreements - 155
  • Debt and financing agreements - 155
  • Equity instruments - 156
  • Equipment leases - 159
  • Stock and asset purchase agreements - 159
  • Shareholder agreements - 159
  • Partnership agreements - 160
  • Other agreements - 161
  • Franchise agreements - 161
  • Employment agreements - 161
  • Teaming agreements - 162
  • Strategic alliance agreements - 162
  • Summary - 162
Chapter 7
Negotiating and Closing The Deal - 165
  • Position for negotiating advantage - 166
  • Control the exchange of information - 167
  • Maintain their commitment to the deal - 168
  • Confidentiality agreements - 170
  • Deal sheets - 171
  • My recommendations - 174
  • The other side - 175
  • Summary - 176
Chapter 8
Deal Sheets - 179
  • A Sample Manufacturer's deal sheet - 181
  • A Sample Developer/Customer's deal sheet - 184
  • Comparing the two deal sheets - 186
Chapter 9
Using and Controlling Lawyers - 197
  • Can't live with them, can't live without them - 197
  • Their lawyers - 198
  • Words that control - 200
  • Lawyers and deal sheets - 203
  • When you want the other side to using their lawyers
    ... and when you don't - 204
  • Your lawyer - 206
Chapter 10
The Deadly Dozen - 211
  • Cutting yourself too good of a deal - 211
  • Lack of an exit strategy - 212
  • Failure to use deal sheets - 214
  • Misuse of lawyers - 216
  • Failure to plan . . . Then keep your eye on the ball - 217
  • Negotiating from an ivory tower - 218
  • Misplaced haste - 218
  • Ignoring details - 219
  • Making commitments in the heat of negotiations - 220
  • Impairing your ability to "get up and walk" - 222
  • Ignoring other opportunities - 223
  • Wrong deal, wrong partner, wrong reasons - 224
Chapter 11
Managing Partnering Relationships
  • Fundamental principles - 231
    • Learn from your partner - 231
    • Don't let your partner learn too much from you - 232
    • Inform and educate your employees - 233
    • Avoid becoming dependent on your partner - 234
Chapter 12
Recurring Issues - 235
  • Deal structure - 236
  • People and personalities - 238
  • Product rights - 241
  • Product pricing and terms - 244
  • Staged payments - 248
  • Maximizing the value of your equity - 249
  • The four types of business valuations - 252
  • Net assets - 253
  • Market comparables - 253
  • Discounted cash flow - 255
  • Strategic - 255
  • Five types of buy/sell - 257
  • Legal - 264
  • Non-competition agreements - 264
  • Dispute resolution - 264
  • Infringement protection - 266
  • Avoiding control - 266
  • R&d funding - 267
  • Management of joint ventures and projects - 268
  • Eight ways to handle deadlocks - 269
  • Independent director - 269
  • Mediation - 270
  • Arbitration - 270
  • Escalation - 270
  • Mutually assured destruction - 271
  • Rotating chair - 271
  • Court ordered dissolution - 271
  • Trustee - 271
Chapter 13
How to Get Started - 273
  • Using this handbook - 273
  • Using teams - 277
  • Managing your deal makers - 280
  • Summary - 282
Appendix A
  • Deal sheet outline - 283
Appendix B
  • Self needs worksheet - 287
Appendix C

  • Target company worksheet - 293
Appendix D

  • About the author - 307
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Information About CPI Tools, Products and Services
CPI Partnering Tools
 Customer Partnering (Guide to Key Practices) || Executive Partnering Kit
Corporate Partnering Handbook, A "How-To" Handbook (table of contents)
Key Partnering Checklists for the 11 Most Common Partnering Agreements (table of contents)
Shareholder Buy/Sell Agreements || Letters of Intent || Due Diligence Checklists (table of contents)
One Page Strategy Sheet
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Information on How to Partner
The Basics || Alliance Advantages/Disadvantages || Questions and Answers || Partnering Quotations
Dangerous Dozen Mistakes (summary) (full text ) || How to Find a Partner || Partnering With Your Customers
PartneringAgreements.com - Corporate Partnering Institute
CEO-Notes || DueDiligenceChecklist.com || Business Research Links
Mediation and Arbitration Including Sample Provisions
Telephone Consults || Fees || About Us || Testimonials || Clients and Customers
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