Business development as internal strategic partner

Fatchie Oues, Viktor Dörfler, Igor Pyrko

Research output: Contribution to conferencePaper

Abstract

Internal Strategic Partnership is an emerging role within the everyday practices of strategic management in organisations. This role caters for improved decision making, communication, and a culture of collaboration in the context of strategy formulation and implementation. However, this role is under-researched and its understanding in the literature is limited. In this paper we address the topic of Internal Strategic Partnership by drawing on two empirical case studies conducted with large technology companies in Greece, the United Arab Emirates, and the Gulf Cooperation Council. This way, we provide a number of new insights and recommendations with respect to developing Internal Strategic Partnership in organisations, including the important characteristics required for cultivating such a strategic role. In particular, we explore Business Development department as a promising candidate for leading the Internal Strategic Partnership. As a result, we offer a novel contribution to future strategy research and practice.

Conference

ConferenceBAM 2019: 33rd Annual Conference of the British Academy of Management
Abbreviated titleBAM 2019
CountryUnited Kingdom
CityBirmingham
Period3/09/195/09/19
Internet address

Fingerprint

Strategic partnership
Business development
Gulf Cooperation Council
Strategy implementation
Strategic management
Communication
United Arab Emirates
Strategy formulation
Decision making
Strategy research
Greece

Keywords

  • strategic partner
  • causal mapping
  • business development
  • strategy practice

Cite this

Oues, F., Dörfler, V., & Pyrko, I. (2019). Business development as internal strategic partner. Paper presented at BAM 2019: 33rd Annual Conference of the British Academy of Management, Birmingham, United Kingdom.
Oues, Fatchie ; Dörfler, Viktor ; Pyrko, Igor. / Business development as internal strategic partner. Paper presented at BAM 2019: 33rd Annual Conference of the British Academy of Management, Birmingham, United Kingdom.19 p.
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Oues, F, Dörfler, V & Pyrko, I 2019, 'Business development as internal strategic partner' Paper presented at BAM 2019: 33rd Annual Conference of the British Academy of Management, Birmingham, United Kingdom, 3/09/19 - 5/09/19, .

Business development as internal strategic partner. / Oues, Fatchie; Dörfler, Viktor; Pyrko, Igor.

2019. Paper presented at BAM 2019: 33rd Annual Conference of the British Academy of Management, Birmingham, United Kingdom.

Research output: Contribution to conferencePaper

TY - CONF

T1 - Business development as internal strategic partner

AU - Oues, Fatchie

AU - Dörfler, Viktor

AU - Pyrko, Igor

PY - 2019/9/4

Y1 - 2019/9/4

N2 - Internal Strategic Partnership is an emerging role within the everyday practices of strategic management in organisations. This role caters for improved decision making, communication, and a culture of collaboration in the context of strategy formulation and implementation. However, this role is under-researched and its understanding in the literature is limited. In this paper we address the topic of Internal Strategic Partnership by drawing on two empirical case studies conducted with large technology companies in Greece, the United Arab Emirates, and the Gulf Cooperation Council. This way, we provide a number of new insights and recommendations with respect to developing Internal Strategic Partnership in organisations, including the important characteristics required for cultivating such a strategic role. In particular, we explore Business Development department as a promising candidate for leading the Internal Strategic Partnership. As a result, we offer a novel contribution to future strategy research and practice.

AB - Internal Strategic Partnership is an emerging role within the everyday practices of strategic management in organisations. This role caters for improved decision making, communication, and a culture of collaboration in the context of strategy formulation and implementation. However, this role is under-researched and its understanding in the literature is limited. In this paper we address the topic of Internal Strategic Partnership by drawing on two empirical case studies conducted with large technology companies in Greece, the United Arab Emirates, and the Gulf Cooperation Council. This way, we provide a number of new insights and recommendations with respect to developing Internal Strategic Partnership in organisations, including the important characteristics required for cultivating such a strategic role. In particular, we explore Business Development department as a promising candidate for leading the Internal Strategic Partnership. As a result, we offer a novel contribution to future strategy research and practice.

KW - strategic partner

KW - causal mapping

KW - business development

KW - strategy practice

UR - https://www.bam.ac.uk/sites/bam.ac.uk/files/contribution568.pdf

UR - https://www.bam.ac.uk/news/bam2019-call-submissions-announced-please-share-your-colleagues

M3 - Paper

ER -

Oues F, Dörfler V, Pyrko I. Business development as internal strategic partner. 2019. Paper presented at BAM 2019: 33rd Annual Conference of the British Academy of Management, Birmingham, United Kingdom.