MONDAY, FEBRUARY 25, 2008

Alliance Professional Development 
Choose from Four Optional Hands-On Interactive Pre-Summit Workshops

INTERACTIVE AMA, ASAP ENDORSED OPTIONAL PRE-SUMMIT WORKSHOPS - MORNING 
* separate registration required

7:00 – 8:00 am Morning Pre-Summit Workshop Registration and Continental Breakfast

WORKSHOP A*

WORKSHOP B*
8:00 am – 12:00 pm Skills Mastery - The ASAP Alliance Professional Certification Exam Preparation Workshop
Norma Watenpaugh, Principal, Phoenix Consulting
Enhance your alliance management skills and advance your career through an experiential learning and skills mastery workshop to help partner professionals prepare for the CAAM examination. The CAAM examination doesn’t just test for knowledge. It also tests the ability to apply best practices and principles to alliance management situations and to choose the best course of action in solving difficult situations, in other words, the skills it takes to do the job. This half day workshop will focus on team problem solving within the context of case study scenarios, simulating the situations alliance managers face everyday and challenging participants to apply what they know. You will also receive many tools and references to help you prepare for the exam and to aid you in applying alliance management best practices to your work.		 8:00 am – 12:00 pm AMA Advanced Negotiations Workshop 
AMA Certified Instructor
Ray White, President, One Source Leadership
In this dynamic workshop, skilled negotiators will be exposed to advanced concepts and techniques that will enable you to be more effective in multiple negotiation situation including:
  • Key behavioral characteristics for successful negotiations
  • Analyzing interests, needs, positions and limits in multi party negotiations
  • Understanding negative biases during negotiations
  • Using emotional balance to achieve stated goals
  • Understanding preparing for, and communicating in cross-cultural negotiations

12:00 –1:00 PM Lunch on Your Own

INTERACTIVE AMA, ASAP ENDORSED OPTIONAL PRE-SUMMIT WORKSHOPS - AFTERNOON
* separate registration required

WORKSHOP C*

WORKSHOP D*
1:00 – 5:00 pm Launching and Managing Strategic Alliances
AMA Certified Instructor
David Luvison, General Manager, Alliance Horizon Division, AllianceVista Corp.
In this course you will identify the five essential areas crucial to the success of an alliance relationship and use them to create a high-performing alliance team. You will learn how to adapt the alliance team charter - a proven framework for managing alliances - to:
  • Develop team direction and focus,
  • Identify roles, responsibilities,
  • Set and manage expectations,
  • Bridge cross-cultural challenges
  • Address inter- and intra-company communication challenges.
 1:00 – 5:00 pm AMA Getting Results Without Authority Workshop
AMA Certified Instructor
Ray White, President, One Source Leadership
In this hands on workshop, you’ll learn how to effectively influence and manage others you have no direct authority for. This will be achieved by: 
  • Understanding and using your personal power 
  • Learning a mental model of influence
  • Understanding the linkages between relationships, partnerships and behavioral styles
  • Understanding and using a strategy matrix
  • Understanding the principles of reciprocity in relationships
  • Examining the key components of persuasion Approaches to managing conflict

3:00pm-5:00pm Main Summit Early Registration

PRE-SUMMIT MEETINGS (BY INVITATION ONLY)

1:00 -3:00 pm ASAP Global Board Meeting

3:00 -5:00 pm ASAP Chapter Presidents’ Council Meeting

CHIEF ALLIANCE OFFICER (CAO) ROUNDTABLE (BY INVITATION ONLY)

3:00 -5:30 pm Chief Alliance Officer (CAO) Roundtable
The Evolving Role of Alliances in Corporate Strategy 
Guest Speaker - Gino Santini, Senior Vice President, Eli Lilly and Company 
Moderator – Mike Leonetti, Executive Director, Healthcare Partnerships, Boehringer Ingelheim Pharmaceuticals, Inc., Chairman, ASAP Global Board of Directors 

5:30 – 8:30 pm Chief Alliance Officer (CAO) Roundtable Participants and ASAP Global Board Reception and Dinner