A Deep Dive into Six Industry Sectors

In order to provide evidence and to illustrate that the characteristics and relationship dynamics that we have defined in Chapter 4 are universal, we have used our unique approach to describe a significant number of major alliances (200+ organizations) within six industry sectors. In this overview, we concentrate on the common relationship management features which impact performance. Rather than providing a detailed analysis of each, we use managers’ own words to candidly illustrate and explain them. The reason we have not directly attributed them is that when describing relationship dynamics at the sector level, there is a danger of exposing the identity of the organization or individual contributors.