joint business plan significado

¿Qué es un Joint Business Planning?

Alex ramirez.

• Apr 29, 2019
• Noticias Diarias , Retail , Retail Experience , Retail Marketing

Vivimos en un mundo cada vez más globalizado e interconectado. Esto no sólo es válido para las personas, sino también para los retailers , sus proveedores y las marcas de los productos que ofrecen. Por este motivo, ya no es suficiente que realicen sus esfuerzos de manera separada para llegar al cliente , sino que todas las partes involucradas en un proceso como el de venta tendrán que trabajar en conjunto, con la finalidad de aproximarse de una manera más efectiva con su público meta. Esto está asociado al concepto conocido como Joint Business Planning . ¿Qué significa específicamente este concepto? En las siguientes líneas hablaremos sobre él.

EL Joint Business Planning, el cual se abrevia por sus siglas como JBP, se puede comprender como un plan conjunto de negocios , por medio del cual retailers y proveedores establecen objetivos, estrategias y objetivos en común, para los cuales trabajarán de manera coordinada.

Dicho en otras palabras, el Joint Business Planning es la serie de pasos, herramientas y técnicas de las que se apoyarán los proveedores y los retailers con la finalidad de que el negocio de las partes involucradas crezca de manera sustentable y, sobre todo, de manera rentable.

Uno de los principales beneficios con los que cuenta el Joint Business Planning en el caso particular del retail es que tanto el distribuidor como el proveedor pueden trabajar para evitar de manera conjunta el quiebre del stock, por medio de un proceso de surtido mucho más eficiente.

Por medio de este plan integral entre las partes participantes en un negocio se buscará el modo de maximizar las ventas que se registren, sin tener que recurrir a modificaciones innecesarias en los precios de los productos, pero, al mismo tiempo, optimizando las ganancias que se consiguen, por medio del trabajo conjunto entre el retailer en cuestión y el proovedor.

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• 4 Min. de lectura

¿Qué es el Joint Business Plan?

Actualizado: 3 mar

En el dinámico mundo del consumo masivo y el retail, la colaboración entre fabricantes y minoristas nunca ha sido más crucial. Aquí es donde entra en juego el Joint Business Plan (JBP). Este enfoque colaborativo no solo fortalece las relaciones comerciales, sino que también impulsa el éxito compartido al alinear estratégicamente los objetivos y recursos de ambas partes.

El juego ha cambiado – y sin embargo, muchos detallistas y sus proveedores todavía operan con las viejas prácticas buscando su própio beneficio, perdiendo valiosas oportunidades para colaborar a través de la generación de insights y estrategias conjuntas.

Por otro lado, mucho se ha escrito en los últimos años acerca de la importancia de la colaboración entre los retailers y fabricantes (iniciativas conjuntas que van más allá del curso normal del negocio del día a día, con el objetivo de alcanzar una mejora significativa en los resultados de mediano y largo plazo). Mientras que la importancia de la colaboración puede parecer obvia, la implementación es a menudo difícil y compleja.

Un Joint Business Plan es una herramienta estratégica colaborativa entre un fabricante y un minorista, diseñada para beneficiar a ambas partes. Al enfocarse en metas comunes, como mejorar la visibilidad de los productos y optimizar la cadena de suministro, un JBP sirve como un roadmap para el éxito mutuo, estableciendo una clara línea de acción y responsabilidades compartidas.

Muchos retailers y fabricantes consideran que la mayoría de las iniciativas de colaboración no han funcionado por falta de compromiso o interés de la contraparte. Cuando analizamos en detalle lo que sucede y conversamos de forma independiente con cada lado, encontramos una profunda frustración por la incapacidad de hacer que la relación funcione bajo sus términos. Escuchamos frases como “el cliente siempre hace lo que quiere”, “no cumple con lo acordado”, “no colabora”.

EXISTE UN CLARO DESCONOCIMIENTO DEL MODELO DE NEGOCIO, ESTRATÉGIA & NECESIDADES DE LA CONTRAPARTE

El retailer piensa en términos de desempeño de tienda, categorías y SKU´s.

El retailer piensa en cómo traer más Shopper a su tienda, cómo aumentar el valor del ticket de compra y reducir costos.

El retailer piensa en aumentar el margen bruto y mark up por categoría y producto.

El espacio de la tienda, es la unidad a ser maximizada en términos de facturación y rentabilidad. ¡Cada m2 cuenta!

El retailer hace comparaciones entre proveedores de la misma categoría.

Fabricantes:

El fabricante piensa en términos de volumen y rentabilidad de un mercado

El fabricante piensa en cómo aumentar el volumen a través de canales y tiendas físicas y digitales

Algunos fabricantes han decidido abrir un canal digital de venta directa a Shoppers, lo que lo coloca como competidor de sus principales retailers.

El fabricante ve las condiciones comerciales como un “costo de venta”.

El fabricante intenta maximizar el Margen Bruto por cada 1.000 unidades vendidas.

El fabricante hace comparaciones entre tiendas, canales y regiones.

¿Cuáles son los principales benefícios del Joint Business Plan?

JUNTOS ganan cuando centran su atención en El Shopper.

Ambas partes dependen del Shopper para hacer crecer su negocio, al mismo tiempo que dependen uno de otro para conseguir influenciar efectivamente su comportamiento de compra. Podemos resumir los principales beneficios en 3 puntos:

Mejora de la Colaboración : La creación de un JBP requiere diálogo y transparencia, lo que fortalece la relación entre fabricante y minorista.

Optimización de la Cadena de Suministro : Al trabajar juntos, las partes pueden identificar y abordar eficiencias, reduciendo costos y mejorando la disponibilidad del producto.

Incremento de Ventas y Rentabilidad : La alineación de marketing y estrategias de ventas conduce a campañas más efectivas y un mayor retorno de inversión.

¿Cuáles son los Elementos Clave de un Joint Business Plan Exitoso?

Objetivos Compartidos : La base de un JBP exitoso es la definición clara y consensuada de metas que benefician tanto al minorista como al fabricante.

Estrategias de Marketing y Ventas : Integrar acciones promocionales y estrategias de venta para capturar la atención del consumidor y aumentar las ventas.

Análisis de Datos y Métricas de Rendimiento : Utilizar datos para tomar decisiones informadas y medir el éxito del JBP regularmente. Por ejemplo, al trabajar en conjunto aumentamos la cantidad y calidad de los datos disponibles para una categoría:

La Cuenta Clave (Retailer):

Es el dueño de la información del TICKET DE COMPRA de cada Shopper.

Tiene adicionalmente información del perfil demográfico de sus clientes a través de los programas de lealtad existentes.

Sabe cuáles son los productos correlacionados al del proveedor por ticket, que facilita la selección de ubicaciones secundarias para la categoría o producto dentro de la tienda.

Es el principal responsable de la Calidad de la Experiencia de Compra que finalmente el Shopper recibe en su tienda.

Es el dueño de las principales categorías y marcas deseadas por el Shopper.

Es responsable por el control de la logística de despacho del producto a la tienda.

Cuenta con información de mercado y tendencias de consumo y compra de la categoría. Adicionalmente cuenta con el soporte profesional de agencias de publicidad y consultoría de mercado.

Tiene información de benchmarking de tiendas similares a las del retailer, lo que le permitiría implementar acciones de mejoría del negocio más rápidamente.

Compromiso y Comunicación : Mantener líneas de comunicación abiertas y un compromiso continuo para adaptarse a los cambios del mercado y ajustar el plan según sea necesario.

¿Cómo Implementar un Joint Business Plan?

Para implementar un JBP efectivo, ambas partes deben:

Establecer una comunicación clara y definir objetivos comunes.

Desarrollar un plan detallado que incluya estrategias de marketing y ventas.

Acordar las métricas de rendimiento y establecer un calendario de revisión regular.

Comprometerse con la transparencia y la adaptabilidad para ajustar el plan como sea necesario.

Basándonos en nuestra experiencia, hemos creado un modelo de servicio conformado por cuatro pasos esenciales para obtener una relación de negocios basada en colaboración efectiva:

¿Por qué vale la pena trabajar el Plan en conjunto?

Cualquier modelo de colaboración exitoso entre dos o más empresas requiere de una estructura fundacional que defina claramente las reglas de juego y los aportes de cada una de las partes para ASEGURAR EL COMPROMISO.

Generación de expectativas mutuamente definidas y alineación de objetivos ¿Qué esperamos alcanzar?

Modelo Operativo ¿Cómo vamos a trabajar juntos?

Aportes (Inputs) y recursos ¿Qué y cuánto vamos a aportar cada uno?

Definición de métricas ¿Qué indicadores son necesarios para evaluar los avances?

Generación de Insights Accionables

Diseño del Plan Conjunto

Seguimiento y Control

El Joint Business Plan representa una estrategia integral para maximizar las oportunidades de mercado para fabricantes y minoristas por igual. Al adoptar un enfoque colaborativo, los gerentes de categoría y cuentas claves pueden superar desafíos comunes y alcanzar nuevos niveles de éxito. En TMC Consultores Comerciales, estamos listos para ayudar a su empresa a desarrollar y ejecutar Joint Business Plans efectivos que impulsen su crecimiento y rentabilidad.

¿Necesitas ayuda? Sólo escríbenos a [email protected]

• Planificación Estratégica

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What Is a Joint Business Plan (JBP)? Benefits & Best Practices

By 8th & Walton | on October 2, 2022

From small businesses to large corporations, the most successful companies begin and stick with a clear business plan. When a company defines its goals, lays out a path to meet objectives, and agrees on financial spending and expectations, it creates a shared vision and accountability to succeed.

Many businesses experience greater growth when partnering with another business. In the supplier and retailer relationship, both parties working independently would be detrimental. To create a mutually beneficial partnership, they must begin by defining each company’s responsibilities, expectations, and needs in a joint business plan.

What Is a Joint Business Plan?

A joint business plan (JBP) is the collaborative process of planning between a retailer and a supplier in which both companies agree on short-term and long-term objectives, financial goals, growth, and shared business initiatives for profitability.

Joint business planning focuses on agreeing on common objectives and aligning on a single goal or set of goals. The companies in the joint business plan must work together to accomplish a shared vision.

What Is the Purpose of a Joint Business Plan?

For retailers and suppliers, having a joint business plan can create a win-win strategy in growing consumer sales. An effective JBP allows suppliers to build stronger relationships with their retailers so both parties can mutually support and benefit from each other.

When a retailer and supplier recognize each others’ needs and agree on common goals, they can share insights to support each other and improve sales, customer growth, and processes.

How Does a Joint Business Plan Work?

Two companies can come together with a joint business plan because they have one thing in common: a shared shopper . Whether it is a supplier partnering with a retailer or a children’s clothing company partnering with a toy manufacturer, having the same target audience is the first element that brings the companies together.

The companies considering a joint business venture should then share their individual business plans and discuss their mutual growth opportunities. This is where the general goals and areas of support can be defined. Specific tactics and category strategies can also be fleshed out in early discussions before moving to the formal process.

Once both companies are in agreement that the partnership will be mutually beneficial, the joint business plan can be created. Formal contracts are drawn up, approved, signed, and the plan is ready to be executed. Periodic reviews and necessary adjustments to the JBP are recommended as needed.

Benefits of Joint Business Planning

Why enter into a joint business plan with another company? The benefits can be not only financial but educational as well:

• Aligning goals.  For a retailer/supplier joint business plan, being aligned on goals creates clarity on all other areas of the business. Defining expectations on all areas from marketing to supply chain to sales goals leaves minimal area for questions. Agreeing on goals, no matter how and when they are measured, keeps both parties accountable and benefits both to meet expectations.
• Shared resources and exposure. Partnering with another company can bring a new audience and a new platform. In a simple retailer/supplier joint business plan, the retailer can introduce the supplier’s product to its core shoppers. At the same time, shoppers loyal to the supplier’s product or brand can be introduced to the retailer’s store and website for the first time.
• Greater return on investment.  By partnering with another company with a shared vision, the benefits above will provide a better ROI when the plan is executed correctly.

Joint Business Planning Best Practices

How can companies ensure their joint business plan is a good fit for both parties? These are some best practices to include in preparation for entering into the partnership:

1. Align Internally First

Before entering into a joint business plan with another company, all members of the business must agree on the benefits of the partnership. Recognizing the advantages and seeing the bigger picture is key. When employees are in alignment within the company, it will be easier to align with the partnering company on the shared vision of the joint business plan.

2. Create the Plan Together

When two businesses enter into a partnership, the joint business plan should not be built by only one. A company sending another a complete plan or just a form to fill out is not collaborative. Both companies need to build the plan from the ground up. Collaborating in the development of the joint business plan is just as important as executing the plan itself.

3. Set Specific Goals

Expectations for success in the partnership need to be specific. “We need to grow sales” or “production costs will decrease” are good goals, but too general. Keep specifics in your plan that are as specific as they are realistic. If one company wants to grow sales by 40% in the next quarter, this should be spelled out in the joint business plan so get early support or push back from the other company.

4. Assign a Metric to Each Goal

Putting a metric with a goal keeps the company accountable to the mission of the joint business plan. For example, if the goal is to grow sales by 40% in the next quarter, it would be wise to assign a weekly growth metric. If the metric is too low over a few weeks, the plan shows that action needs to be taken immediately in order to meet the 40% sales growth goal for the quarter.

5. Communicate Responsibility and Accountability

The joint business plan is the place to eliminate all guesswork. If Company A is responsible for providing labels to Company B, be very specific about the responsible parties. Clarify that the packaging coordinator of Company A will mail the labels to the warehouse manager of Company B on the first of the month.

6. Include Risks and Solutions

Planning for setbacks is key to planning for success. The joint business plan should include any possible risks or obstacles foreseen by either company. Having solutions in place for multiple scenarios makes the plan easier to execute.

7. Constantly Evaluate the Relationship

Joint business plans work better with trust, mutual respect, and a great working relationship. Keeping the relationship healthy between the companies and individuals relying on each other brings more success to the overall plan. Monitor the relationship periodically and work to resolve conflicts as they arise.

Joint Business Plans at Walmart

Walmart works with its suppliers to create plans for sales and category growth. The company relies on suppliers to bring insights to the table to spot trends and get in front of potential gaps in the business.

Back in 2011, Walmart created a joint business plan with Proctor and Gamble to pick up lost sales in air fresheners. This category was down over 2% across the chain, but P&G brought insights to Walmart on how consumers were purchasing throughout the industry.

Consumers had no problem going to Walmart for aerosol sprays for under a dollar, but would then go to specialty stores to purchase expensive candles in the same scent. Through communicating through the joint business plan, Walmart was able to create excitement around higher price-point items and show the shared shopper they could purchase the extra items in one store.

Positive business collaborations can be extremely beneficial in growing retail sales. Two companies sharing a common vision can build on each other’s best practices and support each other to mutually win at the register.

Suppliers looking for support in their Walmart business have found great collaboration with 8th & Walton. Our team of experts supports suppliers to improve reporting, analytics, supply chain, accounting, and more. To begin a great collaboration with us, request a free 15-minute consultation this week.

About the Author

8th & Walton consists of retail industry experts with a combined 200+ years of Walmart and Walmart supplier experience. Having helped hundreds of CPG companies in their efforts to be better supplier partners to the world's most influential retailer, the 8th & Walton editorial team prides itself on being a go-to resource for Walmart supplier news and insights.

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Joint Business Plan (JBP): Benefits, Best Practices & Objectives

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Last Updated on November 28, 2023 by Arif Chowdhury

Imagine two retail brands, each with their own unique strengths and market presence. Now picture the joint business venture, with two partnering business partners, joining forces to conquer a new market together through joint ventures. This is the power of partnering with other teams in a company – a joint business plan , where executive summaries are created to outline shared goals and maximize potential.

Collaboration is vital in today’s competitive industry landscape. By forming joint ventures, companies can pool their resources, expertise, and networks to unlock new opportunities, expand their reach, and drive growth like never before.

Joint ventures allow companies to collaborate and create stronger teams , leading to increased success. A joint business plan serves as the blueprint for this collaborative venture, outlining key objectives, strategies, and tactics that both parties will execute together.

A well-crafted joint business plan typically includes an executive summary that outlines the purpose and scope of the collaboration. It also details specific marketing initiatives such as promotions or product launches aimed at capturing the target market’s attention. It covers aspects like distribution channels, branding efforts, and sales projections to ensure alignment between both parties.

In this blog post series on joint business plans, we will explore the importance of collaboration in driving success for retailers and companies in today’s fast-paced retail industry. Collaboration is crucial for the success of ventures in the retail industry.

We will delve into the key components of an effective joint business plan and provide real-life examples to illustrate its impact. So buckle up as we embark on this exciting journey towards collaborative success!

Benefits of implementing a joint business plan

Implementing a joint business plan can bring numerous benefits to retailers and companies involved in the venture. Let’s explore some of these advantages in detail:

1. Increased Alignment and Synergy between Partners

One of the key benefits of implementing a joint business plan is the increased alignment and synergy between partners. When all parties in a joint venture are working towards a shared goal, it becomes easier to align joint venture strategies , joint venture objectives, and joint venture activities.

This alignment fosters collaboration and teamwork in the venture, allowing partners to leverage each other’s strengths and expertise.

• Better coordination between teams.
• Shared vision leads to improved decision-making.
• Enhanced trust and mutual understanding.

Example: Imagine two companies collaborating on a marketing campaign. With a joint venture business plan in place, both companies can align their messaging, target audience, and promotional activities for maximum impact.

2. Enhanced Communication and Coordination

Another significant benefit of a joint business plan is the improvement in communication and coordination among partners.

Clear channels of communication are established, ensuring that information flows seamlessly between all parties involved. This enhanced communication enables faster problem-solving, timely decision-making, and efficient resource allocation.

• Regular meetings facilitate open dialogue.
• Improved sharing of information and knowledge.
• Quick resolution of conflicts or issues.

Example: In a joint business plan between a manufacturer and distributor, regular communication helps them stay updated on market trends, customer feedback, and inventory levels. This enables them to make informed decisions regarding production volumes, delivery schedules, and product promotions.

3. Improved Resource Allocation and Cost Optimization

Implementing a joint business plan allows partners to optimize resource allocation effectively. By pooling resources together strategically, partners can reduce duplication of efforts while maximizing efficiency.

This collaborative approach also helps in identifying cost-saving opportunities by streamlining processes or leveraging economies of scale.

• Shared resources lead to reduced costs.
• Elimination of redundant activities.
• Efficient use of available assets.

Example: Two companies in the logistics industry can collaborate on a joint business plan to optimize their transportation routes, thereby reducing fuel costs, minimizing delivery times, and maximizing the utilization of their fleets.

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Best practices for successful joint business planning

1. establishing clear goals and objectives.

To ensure a successful joint business plan, it is crucial to establish clear goals and objectives . This means clearly defining what you want to achieve together with your partner or stakeholders. By setting specific targets, you can align your efforts towards a common purpose.

One way to do this is by using category management principles. This involves analyzing market trends, consumer behavior, and competitive landscape to identify opportunities for growth. By understanding the category dynamics, you can develop strategies that capitalize on market trends and consumer preferences.

2. Regular Communication and Feedback Among Stakeholders

Effective communication is key in any collaborative effort, including joint business planning. Regularly communicating with your partners and stakeholders helps maintain alignment and fosters a sense of shared responsibility.

By providing feedback throughout the planning process, you can address any issues or concerns promptly. This allows for adjustments to be made in real-time, ensuring that everyone remains on track towards achieving their goals.

3. Creating a Structured Timeline with Defined Milestones

A structured timeline with defined milestones is essential for keeping joint business planning on track. Breaking down the plan into smaller, manageable tasks helps ensure progress is made consistently.

Consider creating a Gantt chart or project timeline that outlines key activities, deadlines, and responsible parties. This visual representation provides clarity on the sequence of tasks and allows for better coordination among team members.

Establishing milestones helps measure progress along the way. Celebrating these achievements boosts morale and keeps everyone motivated throughout the planning process.

4. Developing a Win Strategy

A win strategy focuses on identifying how both parties involved can benefit from the joint business plan. It aims to create mutually beneficial outcomes that drive growth for all stakeholders.

When developing a win strategy, consider factors such as market share gains, revenue growth opportunities, cost savings through economies of scale, or access to new markets or distribution channels.

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Evaluating the progress of a joint business plan

To ensure the success of a joint business plan, it is crucial to regularly evaluate its progress. This evaluation allows you to monitor key performance indicators (KPIs), conduct reviews and assessments, and make necessary adjustments to stay on track.

Monitoring Key Performance Indicators (KPIs)

Monitoring KPIs is an essential step in evaluating the progress of a joint business plan. These performance metrics provide valuable insights into the effectiveness of your plan and help you gauge its success. By tracking KPIs, such as sales growth, revenue generated, or customer satisfaction levels, you can assess whether your joint business plan is delivering the desired results.

Some key performance indicators that are commonly monitored include:

• Sales performance: Keep an eye on how well your products or services are selling. Track factors like sales volume, average transaction value, and conversion rates.
• Promotional effectiveness: Evaluate the impact of marketing campaigns and promotions on driving sales. Measure metrics like click-through rates, website traffic generated from promotions, or coupon redemption rates.
• Product performance: Assess how well specific products are performing in terms of sales numbers, customer feedback, or market share gained.
• Customer satisfaction: Monitor customer feedback and ratings to determine if your joint business plan is meeting their expectations.

Conducting Regular Reviews and Assessments

Regular reviews and assessments are vital for evaluating the progress of a joint business plan. Schedule periodic meetings with all stakeholders involved in the partnership to discuss achievements, challenges faced, and areas that require improvement.

These reviews provide an opportunity to analyze data collected from KPI monitoring and gather insights from each party’s perspective.

During these sessions:

• Share research findings: Present any relevant market research or consumer insights that can inform decision-making processes.
• Discuss results achieved: Review the outcomes achieved so far based on set goals and objectives outlined in the joint business plan.
• Identify bottlenecks and risks: Identify any obstacles or risks that may be hindering progress and brainstorm potential solutions.
• Collaborate on adjustments: Work together to determine necessary adjustments or modifications to the joint business plan, ensuring it remains aligned with changing market dynamics.

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Making Necessary Adjustments to Stay on Track

Flexibility is key when evaluating the progress of a joint business plan. As you monitor KPIs and conduct reviews, you may identify areas where adjustments are required to maximize success. Making these necessary adjustments allows you to adapt your strategies, overcome challenges, and capitalize on emerging opportunities.

Consider the following steps for making adjustments:

• Analyze data: Examine the data collected from KPI monitoring and reviews to identify trends or patterns that require attention.
• Identify areas for improvement: Pinpoint specific areas within the joint business plan that need adjustment based on performance gaps or changing market conditions.
• Collaborate with partners: Engage in open discussions with your partners to gather their input and insights regarding potential adjustments.
• Develop action plans: Create detailed action plans outlining the necessary steps to implement changes effectively.
• Monitor results: Continuously monitor the impact of these adjustments on performance metrics and assess their effectiveness.

By regularly evaluating the progress of your joint business plan, monitoring KPIs, conducting reviews, and making necessary adjustments, you can enhance its chances of success. This iterative process ensures that your joint business plan remains aligned with evolving market dynamics and increases your likelihood of achieving mutually beneficial outcomes.

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Finding the right partner for joint business planning

Identifying the ideal partner for joint business planning is crucial to the success of any collaborative endeavor .

It requires careful consideration of various factors, including complementary strengths and expertise, compatibility in terms of values and culture, as well as conducting due diligence before entering into an agreement.

Identifying Complementary Strengths and Expertise

When seeking a business partner for joint business planning, it’s essential to identify individuals or organizations with complementary strengths and expertise. This means looking for partners who possess skills and resources that complement your own.

For example, if you’re a manufacturer looking to expand your distribution channels, partnering with a retailer or distributor who has established relationships with consumers can be highly advantageous.

Consider the following when assessing complementary strengths:

• Look for partners who excel in areas where you may have limitations or gaps.
• Seek out individuals or organizations that bring unique perspectives and capabilities to the table.
• Evaluate potential partners based on their track record of success in relevant areas.

Assessing Compatibility in Terms of Values and Culture

In addition to complementary strengths, compatibility in terms of values and culture is vital for a successful partnership. When embarking on joint business planning, you’ll be working closely together towards shared goals.

Therefore, aligning values and having a similar organizational culture can foster effective collaboration.

Here are some considerations when assessing compatibility:

• Evaluate whether your partner shares similar core values such as integrity, transparency, and customer-centricity.
• Assess whether there is alignment in terms of long-term objectives and vision.
• Consider how well your respective cultures will blend together to create a harmonious working relationship.

Conducting Due Diligence Before Entering into an Agreement

Before finalizing any partnership agreement, it’s crucial to conduct thorough due diligence. This involves gathering information about potential partners to ensure they are reliable, trustworthy, financially stable, and have a good reputation within their industry.

Here are some steps to consider during the due diligence process:

• Research: Conduct extensive research on potential partners, including their history, financials, and reputation.
• References: Reach out to their existing or past business partners to gather insights into their reliability and performance.
• Legal Assistance: Engage legal professionals to review contracts and agreements to ensure they protect your interests.
• Pilot Projects: Consider starting with small-scale pilot projects to test compatibility before committing to a long-term partnership.

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Maintaining a common vision and strategic objectives

To ensure the success of a joint business plan, it is crucial to maintain a common vision and strategic objectives with your partner. This involves aligning long-term goals and ensuring a shared understanding of strategic priorities. By continuously reinforcing the importance of collaboration, you can foster a strong partnership that drives mutual growth.

Aligning Long-Term Goals with the Partner’s Vision

When embarking on a joint business plan, it is essential to align your objectives with your partner’s vision.

This alignment ensures that both parties are working towards a common goal and have a clear understanding of each other’s expectations. By taking the time to understand your partner’s vision, you can identify areas where your goals intersect and collaborate effectively.

Ensuring Shared Understanding of Strategic Priorities

In order to execute a successful joint business plan, it is vital to establish shared understanding of strategic priorities.

This involves open communication and regular discussions about the strategies and tactics that will be employed to achieve desired outcomes. By aligning your strategies with those of your partner, you can create synergy and maximize the impact of your joint efforts.

Continuously Reinforcing the Importance of Collaboration

Collaboration is key in any joint business plan, as it allows for the pooling of resources, expertise, and networks. To maintain effective collaboration throughout the partnership, it is important to continuously reinforce its importance.

This can be done through regular check-ins, open communication channels, and providing support where needed. By fostering an environment that encourages collaboration, you can build trust and strengthen the relationship with your partner.

Maintaining a common vision and strategic objectives in a joint business plan requires strong leadership and effective strategy execution. It involves aligning long-term goals with your partner’s vision, ensuring shared understanding of strategic priorities, and continuously reinforcing the importance of collaboration.

You raise the chance of reaching win-win results if you keep this alignment throughout the collaboration. Recall that effective collaborative company planning needs constant communication and a dedication to collaborating to achieve shared objectives.

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Resources to help you get started with joint business planning

Creating a joint business plan can seem like a daunting task, but fear not! There are plenty of resources available to assist you in this process.

Let’s explore some of these resources that can help you get started with joint business planning.

Online Templates for Creating Joint Business Plans

One helpful resource is the availability of online templates specifically designed for creating joint business plans. These templates provide a structured framework that allows you to outline your goals, strategies, and actions in a clear and organized manner.

With pre-defined sections and prompts, these templates make it easier for you to navigate through the planning process.

• Saves time and effort by providing a ready-made structure.
• Ensures consistency and completeness in your joint business plan.
• Provides guidance on what information to include in each section.
• May lack customization options for unique business needs.
• Requires careful adaptation to fit your specific partnership dynamics.

Industry-Specific Case Studies Showcasing Successful Collaborations

Another valuable resource is industry-specific case studies that showcase successful collaborations between businesses. These case studies offer real-life examples of how joint business planning has been implemented effectively across various industries.

By examining these success stories, you can gain insights into best practices, challenges faced, and strategies employed by others in similar partnerships.

• Offers practical examples that demonstrate the benefits of joint business planning.
• Provides inspiration and ideas for implementing collaborative strategies.
• Helps identify potential pitfalls and ways to overcome them.
• May not directly align with your unique partnership situation.
• Limited availability of industry-specific case studies may restrict options for certain sectors.

Expert Guides on Effective Partnership Management

To further support your joint business planning efforts, expert guides on effective partnership management are available as well. These guides provide comprehensive advice on building strong partnerships, fostering collaboration, managing conflicts, and maximizing mutual benefits.

They offer valuable insights from experienced professionals who have navigated the complexities of joint business planning.

• Offers expert advice and proven strategies for successful partnership management.
• Provides step-by-step guidance on various aspects of joint business planning.
• Helps you avoid common pitfalls and challenges associated with partnerships.
• Requires careful adaptation to your specific partnership dynamics.
• May not address industry-specific nuances or challenges.

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Frequently Asked Questions (FAQs)

Can any type of business benefit from joint business planning.

Absolutely! Joint business planning is applicable across industries and sectors. Whether you’re a small startup or an established corporation, collaborating with another company through joint business planning can bring numerous benefits such as increased market share, cost savings through shared resources, access to new customer segments, enhanced product offerings, and improved overall competitiveness.

How do I find the right partner for joint business planning?

Finding the right partner for joint business planning starts with identifying companies that complement your strengths and fill gaps in your capabilities. Look for organizations with similar values and strategic objectives but different areas of expertise that can add value to your offerings.

Networking events, industry conferences, trade associations, online platforms are great places to connect with potential partners. Take the time to build relationships, assess compatibility, and ensure alignment before diving into joint business planning.

What are some common challenges in joint business planning?

While joint business planning offers numerous benefits, it can also come with its fair share of challenges. Common obstacles include differences in organizational culture and decision-making processes, conflicting priorities and objectives, resource allocation issues, and communication breakdowns.

The key to overcoming these challenges is open and transparent communication, mutual respect, and a willingness to compromise when necessary.

How do you evaluate the progress of a joint business plan?

Evaluating the progress of a joint business plan requires establishing clear metrics and milestones at the outset. Regularly review these indicators to gauge performance against targets.

Maintain open lines of communication with your partner to address any concerns or roadblocks that may arise along the way. By regularly assessing progress and making necessary adjustments, you can ensure that your joint business plan remains on track towards achieving its objectives.

Are there any resources available to help me get started with joint business planning?

Yes! There are several resources available to assist you in getting started with joint business planning. Industry publications, online forums, webinars, and workshops often provide valuable insights and best practices for successful collaboration.

Consulting firms specializing in strategic partnerships can offer guidance tailored to your specific needs. Don’t hesitate to tap into these resources as you embark on your joint business planning journey.

In today’s competitive business landscape, collaboration is key to success. That’s where joint business planning comes in. By partnering with another company and aligning your goals and strategies, you can unlock a whole new level of growth and profitability. Joint business planning allows you to pool resources, share expertise, and leverage each other’s networks to achieve mutually beneficial outcomes.

But it’s not just about the immediate gains. Joint business planning sets the foundation for long-term partnerships built on trust and shared vision. It enables you to navigate challenges together, adapt to market changes swiftly, and seize opportunities that may have been out of reach individually. By working hand in hand with a like-minded partner, you can amplify your impact and create a powerful synergy that propels both businesses forward.

Ready to tap into the power of joint business planning? Start by evaluating potential partners who align with your values and objectives. Establish open lines of communication, set clear expectations, and define measurable goals together. Remember, successful joint business planning requires ongoing collaboration and commitment from both parties. With the right partner by your side, there’s no limit to what you can achieve together.

How to Create an Effective Joint Business Plan

For two businesses to form a joint venture, they need a plan that outlines the nature of the business coalition. A joint business plan defines the state of the companies involved, the purpose of the joint business and the partners’ responsibilities.

A joint business plan describes all the activities that these business ventures must carry out to achieve specific goals.

The relationship between the two parties and their goals must be clearly understood. After creating the business plan, it must go through a legal review to test its legitimacy. In your business planning, you work together in a collaborative relationship toward mutually agreed terms.

Business planning for joint ventures helps the parties leverage resources, reduce costs, combine expertise and/or enter foreign markets. A well-defined joint business plan is vital for any agreement and business strategy.

What is a joint business plan?

A joint business plan is a document that defines a merger between two or more companies. It describes the purpose and responsibilities of each partner in the incorporation. You may also see it as a collaborative process of planning where a supplier and retailer agree on both long- and short-term goals, including growth, finances and shared initiatives for profitability.

The purpose of a joint business plan is to design a win-win strategy for increasing consumer sales. This plan allows the partners to build a formidable relationship with retailers for mutual support and benefits. Having agreed upon goals, both parties share insights on a common vision for better support, customer growth, enhanced process and improved sales.

Business planning depends on interested parties sharing their plans with defined mutual growth opportunities. The partners can detail and share strategic planning, growth strategy, tactics and any area of competitive advantage.

The joint business plan is created once a partnership agreement is mutually beneficial and defined. Parties would draw up, approve and sign a formal contract before the execution of the plan. This is followed by a periodic review of joint scorecards based on necessary performance metrics to fine-tune strategies.

The joint business planning process comprises every possible logistic, including human resources planning and how to reach project milestones. Resource accountability is vital to building trust. Your best tool for transparent resource use and accountability is a resource planner .

If the employees of the venture will need to go to a different location, the venture will likely have difficulty planning their tasks and locations. TimeTrack Auto-Scheduling provides joint ventures with a transparent planning tool that reduces effort and enhances error-free shift planning.

TimeTrack Auto-Scheduling

Types of joint business plans

Standard plan.

This is often referred to as the working plan. It offers an overview of the company, outlines its goals, and details when and how entrepreneurs wish to achieve the goals. Such a plan helps secure funds, investments or loans. Within the plan, you could specify how you will use investor funds and their potential profits.

What-if plan

Sometimes things don’t go as planned in business. The what-if business plan defines the various roadblocks that a company might face as it strives to achieve its business objectives. The venture is largely at the whims of external factors, including the supply chain and stock market. You need to outline a predictable scenario to let business partners know how to recover their funds.

One-page plan

While a detailed plan is vital, there are instances where you will need to provide an abridged version of your plan. This one-page business plan outlines the summary of demand, solution, model, management team and action plan.

Start-up plan

A business plan for entrepreneurs, especially those in the early stages of their business planning, will need a start-up business plan. It is designed to give potential investors the bigger picture and outline how you want to achieve your goals. It often includes an executive summary, background, product and service descriptions, market analysis, costs and financial projections.

Expansion plan

This is a business plan that’s necessary when you need to scale your business and identify the necessary resources for its development. These could be financial investment, an additional workforce, new products or raw materials. This plan will detail the business background, needed resources and how they will contribute to growth and business expansion.

Operational plan

An operational business plan revolves around near-term goals , especially those you will work towards achieving within a year. It defines the activities your venture will focus on and emphasizes the role of the workforce and budgeting in achieving the operational goals. In most situations, the heads of departments are key participants in the operational plans because of the need for approval in achieving the goals.

Strategic business plan

This is different from the others because it focuses on how departments can work together. This venture plan is more comprehensive and requires senior-level approval before implementing goals. This plan answers the questions of how to achieve goals, what resources are needed and the execution plans for achieving the goals.

Joint business planning tips

Companies that benefit from a joint business plan

A joint venture exists mainly as a contract between new cooperating partners. In forming a joint venture, each of the business partners agrees to the assets they will bring to the table and how income and expenses will be shared.

While a joint venture is a corporation between two or more entities, each of the companies, be it an individual, company, corporation or group of individuals, still has its original legal status, though not all joint ventures result in a new business entity. These companies could be sole proprietorships or partnerships, limited partnerships, corporations, limited liability companies or non-profit organizations.

Examples of a joint business plan

Perhaps you have an online venture selling high-quality products at reasonable prices, while needing to increase brand strength. Such an example of a joint business plan outlines a company overview, executive summary, product and service offerings, marketing strategy, market analysis, budget and financial planning.

A joint business plan may be designed for ventures rendering menu services such as lattes, espresso, coffee, cappuccinos, and sandwiches. The business plan outlines an executive summary and studies your competition , target market, marketing plan, ownership structure and operational plan.

A joint venture could be designed around offering services such as shipping, faxing, postal and copying to residents to conduct research , create debate space and generate ideas. This example of a business plan will include an executive summary, a vision and mission statement, goals, objectives, and measures, organizational structure, marketing analysis and a financial plan.

Top strategies for effective joint business plan

In a joint business venture, there are risks which include rising complexity, cultural diversity, high failure rates and language diversity. The strategies detailed below will benefit the venture in navigating the challenges through effective joint business planning.

Strategic plan

Strategic global planning is an effective business practice for entering a new market. It helps to identify opportunities and threats. Before beginning strategic planning, be sure that a joint venture is the right action for you. Compare the strengths and weaknesses of the partners to confirm a good match. Your strategic plan should explain why you want to collaborate with that partner and what you hope to achieve, how to monitor trends and collect good data. Some of the reasons you may wish for a new joint partner may be to enter a new market, geographic expansion, financing, etc.

The right partner

The choice of partner is crucial, but what is more important is understanding the effectiveness of partners in delivering on their promises. Do your due diligence on your partner’s attitude toward collaboration, performance and level of commitment. What about sharing the same objectives?

Effective communication for a great relationship

After your investigation, if you deem the partner fit, find mutual ground. Communication is the key to a good relationship. Make sure your partner understands the foundation of the joint venture and agreement. Ensure they agree on human resources, financial contributions and goals. To consolidate the stability of your venture, be upfront, honest and transparent about your objectives.

Clarify how, what, and where

Be clear on the vision, strategic plans and scoreboard to ensure that everyone is energized and united about the goal. Define a common working pattern. This has to include conflict management, decision-making, collaboration, problem-solving and technology strategies. Focus on win-win solutions.

Track performance

Is everyone putting in the hours and making productive headway? One way to gauge this information is by time tracking. One of the challenges for companies whose employees work in shifts and in different locations is tracking attendance. TimeTrack Attendance Tracking helps companies monitor employees’ work hours and leave days, so that managers can stay up to date on potential delays.

TimeTrack Attendance Tracking

Once you have set out the goals and vision for the new venture, establish key performance indicators, the data you want to track and the process to measure those performance metrics. This involves creating a joint scorecard for each metric against trends and competition. The targets you set must guard against possible problems the partners might encounter.

Build trust

Your best joint business strategy is to build trust and create value, without which your partnership is bound to fail. Trust is the foundation of every partnership. It is an important factor in business planning. Without it, neither partner can succeed. How do you manage diverse cultures, interests and languages if the partners lack trust? Trust builds team strength and encourages creativity while promoting collaboration.

Good leadership

The cost of poor leadership is so high that you must not venture into joint partnership without assurance of good leadership. Focus on building good leadership and not just creating “bosses”. Leadership presents the biggest opportunities to change the performance narrative. Create a strong leadership team, from whom all employees can learn.

A joint business venture is not without its challenges. To ensure a successful collaboration, focus on a clear strategy, excellent communication, transparency and strong leadership.

I am a researcher, writer, and self-published author. Over the last 9 years, I have dedicated my time to delivering unique content to startups and non-governmental organizations and have covered several topics, including wellness, technology, and entrepreneurship. I am now passionate about how time efficiency affects productivity, business performance, and profitability.

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A Guide to Joint Business Planning Best Practices

• March 21, 2024
• No Comments

Joint business planning is a crucial aspect of fostering successful collaborations between companies. In today’s dynamic business environment, strategic partnerships have become increasingly prevalent, making it essential for organizations to adopt effective joint business planning best practices. This article will explore the key principles and strategies that contribute to successful joint business planning, providing insights into how businesses can optimize their collaborative efforts for mutual growth and success.

Table of Contents

The Importance of Joint Business Planning in Today’s Market

In an era defined by rapid change and increasing interconnectivity, the significance of joint business planning cannot be overstated. This section explores how businesses can gain a competitive edge, foster shared vision, and unlock mutual growth opportunities through effective collaborative strategies.

Competitive Advantage and Shared Vision

Joint business planning serves as a catalyst for companies seeking a competitive advantage in the market. When organizations come together to strategically plan and align their strengths, they create a synergy that surpasses individual capabilities. This subsection delves into how collaborative efforts can amplify competitiveness by leveraging the unique strengths of each partner.

A shared vision is the cornerstone of successful partnerships. This subsection emphasizes the importance of establishing a common understanding of long-term goals and objectives. By aligning visions, businesses can enhance cooperation, minimize conflicts, and work towards a unified purpose. Effective joint business planning ensures that all stakeholders are on the same page, promoting a cohesive approach to achieving shared goals.

Mutual Growth Opportunities and Win-Win Strategy

Joint business planning creates a framework for identifying and capitalizing on mutual growth opportunities. This involves exploring synergies between partners, uncovering complementary strengths, and strategically leveraging resources. This subsection explores how collaborative planning facilitates the identification of avenues for joint growth, leading to mutually beneficial outcomes.

The essence of successful joint business planning lies in adopting a win-win strategy. This involves creating scenarios where all parties involved stand to gain, fostering a collaborative environment based on trust and reciprocity. This subsection delves into the principles of a win-win approach, showcasing how it not only enhances the success of partnerships but also builds a foundation for long-term, sustainable relationships.

Core Elements of Effective Joint Business Planning

Collaboration is only as strong as the foundation it is built upon. This section delves into the essential elements that underpin successful joint business planning, emphasizing the importance of aligning business strategies, sharing shopper and marketplace insights, and cultivating collaborative working relationships.

Aligning Business Strategies for Success

Central to effective joint business planning is the alignment of business strategies. This involves harmonizing the goals, tactics, and overarching plans of collaborating entities. By ensuring strategic congruence, partners can maximize the impact of their combined efforts. This subsection explores the intricacies of strategic alignment and how it forms the bedrock for successful joint business planning.

Effective joint business planning goes beyond immediate gains; it incorporates a holistic approach that integrates both short-term wins and long-term objectives. This subsection discusses how businesses can synchronize their timelines and milestones to create a comprehensive strategy that facilitates sustainable success.

Shared Shopper and Marketplace Insights

An integral aspect of joint business planning is the sharing of shopper insights. By pooling data and understanding consumer behavior and preferences, partners can tailor their strategies to meet evolving market demands. 

This subsection delves into the importance of shared shopper insights and how they contribute to more informed decision-making in collaborative endeavors.

In a dynamic marketplace, staying ahead requires constant awareness. This subsection explores how joint business planning encourages the exchange of marketplace intelligence. Partners can adapt to changing trends, capitalize on emerging opportunities, and navigate challenges more effectively by combining their knowledge and resources.

Collaborative Working Relationships

At the heart of effective joint business planning is the cultivation of collaborative working relationships. Trust and open communication form the backbone of successful partnerships. This subsection explores strategies for building trust among partners and fostering an environment where transparent communication is prioritized.

Collaboration often involves navigating unforeseen challenges and capitalizing on unexpected opportunities. This subsection discusses the importance of flexibility and responsiveness in joint business planning, emphasizing the need for partners to adapt and evolve together in a dynamic business landscape.

How to Create an Effective Joint Business Plan

In the pursuit of successful collaborative ventures, crafting an effective joint business plan is paramount. 

This section outlines the key steps involved in creating a robust plan, covering aspects such as setting joint objectives, resource allocation, and addressing legal considerations.

1. Setting Joint Objectives and Account Management

The foundation of any joint business plan lies in establishing clear and achievable objectives. This subsection explores the importance of defining shared goals, aligning strategies, and ensuring that all stakeholders are committed to a common purpose. Clear objectives provide a roadmap for collaborative efforts, guiding partners toward mutual success.

Effective account management is crucial for the seamless execution of joint business plans. This involves assigning responsibilities, creating accountability structures, and establishing communication channels. 

Delving into the intricacies of strategic account management, this subsection highlights how a well-organized approach contributes to the overall success of collaborative initiatives.

2. Resource Allocation and Shared Resources

Resource allocation is a critical aspect of joint business planning, ensuring that both parties contribute and benefit equitably. 

This subsection explores strategies for optimizing the allocation of financial, human, and technological resources. By balancing contributions, businesses can enhance efficiency and maximize the impact of their collaborative efforts.

Collaborative ventures often involve the pooling of resources to achieve common goals. This subsection delves into the concept of shared resources, emphasizing how partners can leverage each other’s strengths to overcome challenges and capitalize on opportunities. 

Efficient utilization of shared resources enhances the overall effectiveness and sustainability of joint initiatives.

3. Formal Contracts and Legal Aspects

A crucial step in creating an effective joint business plan is the establishment of formal contracts. This subsection explores the importance of clearly defined agreements, covering aspects such as roles and responsibilities, dispute resolution mechanisms, and exit strategies. 

Robust contractual frameworks provide a solid foundation for trust and transparency between collaborating entities.

Navigating the legal landscape is essential for the success and longevity of joint business ventures. 

This subsection delves into the legal aspects involved in collaborative efforts, addressing issues such as intellectual property, confidentiality, and compliance. Understanding and addressing legal considerations from the outset safeguards the interests of all parties involved.

Best Practices for Joint Business Planning Execution

Effective execution is the linchpin of successful joint business planning. This section explores best practices that organizations can adopt to ensure the seamless implementation of collaborative strategies, including the use of performance metrics, monitoring, accountability, and value chain analysis.

1. Performance Metrics and KPIs

Setting and monitoring performance metrics are essential elements of joint business planning execution. This subsection delves into the process of defining key performance indicators (KPIs) that align with the shared objectives of the collaborative venture. 

By establishing measurable benchmarks, organizations can gauge the success of their efforts and make informed decisions to optimize performance.

Performance metrics should not be static; instead, they should be subject to continuous evaluation. This subsection emphasizes the importance of regularly assessing KPIs, analyzing performance data, and adapting strategies based on the evolving needs of the collaboration. 

A dynamic approach to performance measurement ensures that joint business plans remain responsive to changing market conditions.

2. Monitoring and Accountability

Effective monitoring is a cornerstone of successful joint business planning execution. This subsection explores proactive monitoring strategies, including the use of technology, regular communication channels, and real-time data analysis. 

By staying vigilant and responsive, organizations can identify potential issues early on and take corrective actions to maintain the trajectory toward shared goals.

Clear accountability structures are vital for the success of collaborative ventures. This subsection delves into the importance of defining roles, responsibilities, and expectations within the partnership. 

Establishing accountability structures fosters a sense of ownership among all stakeholders, ensuring that each party contributes actively to the joint business plan’s execution.

3. Value Chain Analysis and Multi-functional Execution

Conducting a value chain analysis is a best practice that can significantly enhance joint business planning execution. This subsection explores how organizations can identify value-creation opportunities at each stage of the collaboration. 

By optimizing the value chain, partners can streamline processes, reduce costs, and deliver enhanced value to customers.

Collaborative ventures often involve the integration of multiple functions within each organization. This subsection discusses the importance of multi-functional execution, emphasizing the need for seamless coordination across departments. 

By breaking down silos and promoting cross-functional collaboration, organizations can ensure the holistic implementation of joint business plans.

Creating Value Through Customer Focus

In today’s customer-centric business landscape, creating value for consumers is at the forefront of successful joint business planning. 

This section explores strategies for placing customers at the center of collaborative efforts, enhancing consumer sales, and elevating the overall customer experience.

How to Create Value for Customers Through Joint Business Planning

A fundamental step in creating value through joint business planning is gaining a deep understanding of customer needs and preferences. This subsection explores how organizations can leverage market insights, customer feedback, and data analytics to identify and prioritize customer-centric initiatives. 

By aligning collaborative strategies with customer expectations, businesses can create offerings that resonate with their target audience.

Effective joint business planning involves co-creating solutions that address specific customer pain points. This subsection emphasizes the importance of collaboration in ideation and product development, showcasing how partnerships can bring together diverse perspectives and expertise to deliver innovative solutions. 

Co-created offerings not only meet customer needs but also differentiate the collaborative venture in the market.

Consumer Sales and Customer Experience

Joint business planning can significantly impact consumer sales by optimizing distribution channels, expanding market reach, and aligning sales strategies. This subsection explores how organizations can leverage their collaborative efforts to boost consumer sales. Whether through joint marketing initiatives, bundled offerings, or cross-promotions, aligning sales strategies enhances the overall success of the partnership.

Customer experience is a critical differentiator in today’s competitive market. This subsection delves into how joint business planning can be structured to elevate the customer experience. 

From seamless transactions to personalized interactions, collaborative ventures can enhance every touchpoint in the customer journey. Focusing on customer satisfaction not only builds loyalty but also contributes to the long-term success of the collaborative partnership.

In conclusion, the journey through the intricacies of joint business planning best practices has highlighted the pivotal role that effective collaboration plays in today’s dynamic business environment. 

From aligning business strategies and setting joint objectives to executing plans with a customer-centric focus, the success of collaborative ventures hinges on a thoughtful and strategic approach.

Frequently Asked Questions (FAQs)

What are the key metrics to measure the success of a joint business plan.

Measuring the success of a Joint Business Plan involves tracking key metrics such as revenue growth, market share expansion, customer satisfaction, cost savings, return on investment (ROI), and adherence to compliance and risk mitigation. 

These metrics provide a comprehensive evaluation of the collaborative venture’s impact on both financial and operational aspects, ensuring a holistic assessment of the plan’s effectiveness.

How do you resolve conflicts during the Joint Business Planning process?

Resolving conflicts during the Joint Business Planning process requires an open communication approach, identification of root causes, and, when needed, the involvement of a neutral third party for mediation. 

A clear definition of roles and responsibilities, the establishment of conflict resolution protocols within the joint business plan, and a focus on shared objectives contribute to addressing conflicts promptly and fostering a collaborative environment.

What role do executive sales leaders play in Joint Business Planning?

Executive sales leaders play a pivotal role in Joint Business Planning by strategically aligning sales efforts with overall business goals, contributing to resource allocation discussions, cultivating relationships with key stakeholders, providing market insights, and overseeing the performance of sales teams. 

Their involvement ensures that sales strategies complement the collaborative venture’s objectives, driving success in terms of revenue and market impact.

How often should a Joint Business Plan be reviewed and updated?

The frequency of reviewing and updating a Joint Business Plan varies but commonly involves quarterly reviews for timely adjustments based on market changes and annual updates for comprehensive reassessment of long-term goals. Additionally, trigger events such as major market shifts or significant internal changes may prompt unscheduled reviews. 

Adapting the frequency based on the dynamic nature of the business environment ensures the plan remains relevant and responsive to evolving conditions.

Are there any software tools that can facilitate Joint Business Planning?

Various software tools facilitate Joint Business Planning, offering features such as collaboration, data analysis, project management, and document sharing. Platforms like Microsoft Teams, Slack, or Asana enhance communication, while tools such as Tableau or Power BI aid in data analysis.   Project management software like Trello or Jira helps in planning and tracking progress, and CRM systems like Salesforce or HubSpot centralize customer interactions and sales activities. The selection of tools depends on the specific needs and preferences of the collaborating organizations.

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• " class="font-normal text-gray-700 hover:underline" >What is JBP in marketing?
• " class="font-normal text-gray-700 hover:underline" >What are the benefits of JBP?

JBP Objectives

Levels of jbp.

• " class="font-normal text-gray-700 hover:underline" >How do I prepare for a jbp marketing?

JBP helps customers goods suppliers and eCommerce store owners to build good relationships that benefit both and improve the eCommerce experience.

What is JBP in marketing?

JBP means  Joint Business Planning. It's like shared business planning , JBP is building winning relationships that benefit both suppliers as well as sellers and improve the good experience for consumers through clear insights.

Basically, JBP is an alignment process between the goods suppliers and sellers that produce breakthrough business plans. The main objective of JBP is to set the alignment of goals and some action plans between the two collaborative parties.

For sellers and suppliers, having a  jbp   marketing  can produce a win-win strategy in growing sales . An effective joint business plan allows suppliers to build stronger relationships with their sellers so both partners can mutually support and take benefit from each other.

When a seller and supplier understand each other's needs and agree on common objectives, they can share insights to support each other and that helps to improve conversion , product growth, and processes.

What are the benefits of JBP?

Some benefits that actually helpful while using the  jbp   marketing  model can be not only financial but educational as well.

Alignment: JBP being aligned on objectives creates clarity on all other areas of the business for both partners. Agreeing on the same goals, no matter how and when they are calculated, keeps both seller and supplier accountable and benefits both to meet expectations.

Exposure: Partnering with another business can bring new consumers and a new platform. In a simple seller/supplier JBP, the seller can sell the supplier’s product to its potential shoppers. At the same time, shoppers loyal to the supplier’s product can be visited the seller's eCommerce website for the first time.

ROI: By partnering with another business with a common goal, the benefits above will provide a better return on investments for both parties when the plan is executed correctly.

JBP is designed to deliver shared benefits or objectives, mutual accountability, and a perfect work strategy.

• Shoppers profile creation
• Time to time opportunity identification
• The alignment process focused on the same goal
• JBP including Scorecards and Strategies for both
• Mutually understanding joining plan development
• Understanding the seller Economics
• Differentiate JBP and Align It
• Maintain good contact with customers

There are mainly three levels of JBP present.

1. Foundational Level: In this aligns with basic metrics of sales, expenses, profit ,

etc. Plan for upcoming new product introductions and necessary adjustments, etc.

2. Advanced Level: Deeper planning. Foundation Level + more complex analysis such as supply chain/logistics efficiencies, and shopper marketing process.

3. Leadership Level: This is the highest level of commitment. Advanced Level + significant investment

in high-return elements of joint value generation such as new product innovation, equity building, and joint products.

How do I prepare for a jbp marketing?

Planning for a joint business plan involves several important steps that can greatly contribute to its success. We want to make sure that we cover all the necessary aspects to ensure a successful outcome.

One important thing to consider is to conduct comprehensive research on the market and the potential partners involved. This research can greatly assist in understanding the goals, objectives, and expectations of all parties involved, as well as identifying any possible challenges or risks that may arise during the planning process.

It is of utmost importance to establish friendly and open lines of communication with our partners in order to foster effective collaboration and coordination. This can be achieved by scheduling regular meetings, creating shared document repositories, and implementing clear protocols for decision-making and problem-solving.

Moreover, it would be really helpful to create a detailed timeline and action plan so that we can stay organized and keep track of all the tasks and activities needed for the joint business plan.

It would be really great if this plan could include some specific milestones and deadlines. That way, we can all stay on track and hold ourselves accountable.

Finally, it is crucial to consistently assess and review the progress of the joint business plan, making any necessary adjustments and improvements along the way to ensure its successful implementation.

By following these steps and putting in enough time and effort into the preparation process, you can significantly improve the likelihood of a successful joint business plan.

Frequently asked questions

A successful Joint Business Plan requires each party to have a clear understanding of the goals, business, and customer requirements of the others. A great JBP isn't just about the end result, but also about the process and strategy behind it.

It involves careful analysis, thorough research, effective communication, and strategic decision-making. A great JBP takes into account various aspects like market trends, customer needs, competition, and financial projections.

A joint business plan typically covers several aspects to make sure that a collaborative business venture is successful. These aspects include:

• A clear vision and mission statement
• A detailed market analysis
• A comprehensive marketing strategy
• A thorough competitor analysis
• A well-defined target audience
• A comprehensive financial plan
• A detailed implementation plan
• A robust evaluation and monitoring framework

In simple terms, a JBP partnership refers to a collaborative agreement between two or more businesses to achieve common goals and mutually benefit from the partnership. It involves working together, sharing resources, knowledge, and expertise to make the most out of each other's strengths and increase the chances of success.

Related terms

Planes conjuntos en el Retail (JBP) y los Tableros de Control Compartidos.

por Carlos Enrique Osorio F. | Nov 13, 2019 | Retail

Entender la cadena de valor desde el shopper hasta las industrias permite comprender las tareas de los diferentes participantes y valorar su ejecución de forma justa y equilibrada en busca de la sostenibilidad que está demandando el shopper de hoy.  Es la evolución del entendimiento de los negocios desde la madurez de la ambición empresarial.

Planes de negocios conjuntos en el retail (JBP)

Los planes de negocios conjuntos en el retail o Joint Business Planning (JBP) son una herramienta colaborativa poderosa que da alineación a las estrategias, objetivos, acciones y metas entre dos aliados comerciales, usualmente un proveedor industrial y un retail .  Un plan de negocios conjunto (JBP) permite el entendimiento integral de la cadena de valor de un producto e identifica las pérdidas de valor que suceden por procesos duplicados, mala comunicación, logística inapropiada e incluso precios erróneos entre otros factores.

Iniciar el entendimiento del mercado desde la mente de los shopper siempre es un origen válido, verlo en conjunto entre un proveedor y un retail es mucho más que acertado.

La sinergia del conocimiento de las variables comerciales junto con la experticia del conocimiento de los productos y las categorías por parte del productor es un punto de quiebre en la carrera por lograr la eficiencia comercial y de las categorías, que trae beneficios esenciales para los shopper , al mejorar el precio y por lo tanto el acceso a los productos y sus innovaciones, factor importante igualmente para las compañías y los comercios al incrementar los volúmenes y dinamizar los portafolios. 

Información e inteligencia de negocios compartida

Compartir información y conocimiento sobre el desempeño de la cadena de valor y en especial del comportamiento del shopper es un buen punto de partida en el desarrollo de planes conjuntos.  Lo común es que un plan inicia con información y con un análisis situacional, el desarrollo de un plan conjunto no es la excepción, incluso su potencial es mayor al integrar información que abre nuevos escenarios de análisis y oportunidades.

Una de las prácticas más avanzadas y efectivas es la construcción de tableros de mando o Dashboard de información que integre el desempeño de los productos y las categorías y que pueda ser visible por las partes.  Esta práctica permite concentrarse en información útil para ambas partes y el negocio, desarrollar estrategias más precisas y determinar las inversiones apropiadas para las categorías y productos, especialmente identificando en que parte de la cadena de valor debe realizarse. 

Un dashboard compartido no solo permite un análisis más afinado del desempeño de las categorías, sino también permite hacer un seguimiento de la gestión ( accountability ) más preciso, mejora la toma de decisiones y permite desarrollos avanzados de analítica que facilitan aprender más rápido de los resultados y de los comportamientos derivados de las decisiones del negocio tomadas por los diferentes actores en la cadena.

Los dashboard que poseen optimizadores de portafolio aportan importantes elementos adicionales orientados a mejorar los flujos de caja y el uso del capital de trabajo. Los optimizadores agregan importantes recomendaciones orientadas al logro de las metas en los niveles superiores de los indicadores ( KPI ) del Balance Score Card , que en términos prácticos son los grandes resultados del negocio relacionados a la rentabilidad del activo tanto para el productor como para el retail y/o comercializador.

Vivir la experiencia de trabajo conjunto

La experiencia de desarrollar un JBP y ejecutarlo es enriquecedora, retadora, fascinante y está llena de expectativas.   El trabajo conjunto esta llamado para un nivel superior de madurez empresarial al que todas las compañías deben avanzar.  La falta de confianza empresarial y comercial, la ambición por tener mejores rentabilidades sobre cadenas de valor ya casi definidas y elementos culturales limitan a que los desarrollos de negocios sean más rápidos, innovadores y cercanos a las necesidades del shopper .

Los beneficios del trabajo colaborativo tiene alcances que superan lo simplemente comercial.  Cuando dos culturas se interrelacionan suceden cambios que hacen que las Organizaciones evolucionen, aprendan y identifiquen la importancia de la ejecución conjunta.  Es común que en toda relación de estas características uno de los participantes este más evolucionado empresarialmente, incluso para esta Compañía hay frentes de aprendizaje a aprovechar de su nuevo colaborador en los negocios, especialmente desde el entendimiento del shopper .

El concepto de shopper en su esencia debe ser un importante integrador y es la orientación de los esfuerzos de colaboración.   La ciencia del estudio del shopper tiene importantes avances, sin embargo aún falta mucho por profundizar, lo cierto es que en un tiempo cercano las herramientas de predicción serán mucho más acertadas y los espacios de la analítica matemática avanzada y la inteligencia artificial – AI tendrán un gran protagonismo, iniciarán por las grandes corporaciones y sin duda tendrán que llegar a las pequeñas compañías, comerciantes y retail .

Hoy, es indiscutible la necesidad de iniciar el manejo de los dashboard de visualización y control de los indicadores, así como los optimizadores, para poder facilitar la evolución a herramientas que harán más eficiente la ejecución comercial.

Los elementos clave de un Joint Business Plan – JBP y sus herramientas.

Los Joint Business Plan – JBP son un derivado de las buenas prácticas de desarrollo comercial y del retail , creado por agremiaciones mundiales líderes como: Grocery Manufacturers Association (GMA), Food Marketing Institute (FMI), National Association of Chain Drugstores (NACDS), Global Commerce Initiative(GCI), GS1 , entre otras, quienes estructuraron metodologías colaborativas disruptivas en el mundo del retail como el “ New Ways of Working Together ” que se convierte en el marco de referencia de desarrollo del retail moderno, sobre el cual las grandes compañías vienen indudablemente trabajando y otras vienen implementando algunos elementos.  Esto es sin duda una tendencia que ha abierto nuevos horizontes en la comercialización frente a los enquistados procedimientos de negociación dura que lideraron el escenario a finales del siglo XX.

Entre las herramientas clave para la implementación y/o preparación para estas nuevas metodologías se encuentran:

• El desarrollo de los perfiles de los Shopper y/o consumidores
• El compartir la información del negocio y los KPI
• El desarrollo de la Cultura, las competencias y la estructura organizacional
• El compartir los procesos y la cadena de suministros

Las nuevas metodologías colaborativas incluyendo los planes conjuntos – JBP utilizan las anteriores herramientas clave en diferentes grados de profundidad y con sentidos de sinergia que pueden diferenciarse según los retos del mercado y participantes, eso si, siempre deben estar orientados hacia la maximización del entendimiento del mercado y su valor contenido en el consumidor y el shopper .

Las plataformas de inteligencia de negocios y su gran valor inicial

En los procesos colaborativos la variable más importante es el compromiso de la Dirección de ambas Compañías y como segundo esta toda la dinámica de compartir información.   Tener la información en dashboard de control y visualización y plataformas de inteligencia de negocios funcionales facilita de manera definitiva los procesos de compartir información, y es uno de los caminos que llevan a resultados tempranos de los esfuerzos compartidos.

Los dashboard de control o tableros siempre son un punto de partida sólido, por lo que siempre es deseable que tanto las industrias como el retail posean un dashboard de control con énfasis comercial que permita tomar las riendas del negocio y tener claras las fuentes de generación de valor para la compañía.

Independiente de la tecnología empleadas en los dashboard de control bien sea tableros de control especializados en comercio como otra plataformas estándar como Power BI, Tableau, Qlik u otras, siempre será deseable su uso activo y permanente por parte de las Organizaciones involucradas en la colaboración.  Los dashboard de control adicionalmente permiten parametrizar los protocolos de acceso que protejan la integridad de los participantes y los datos sensibles para otros participantes de los negocios. Tener claridad sobre los alcances en el acceso a la información y unas reglas claras que respeten la información sensible para todos los participantes, facilita la construcción de confianza y la posibilidad de sentarse juntos a comprender desde otra perspectiva los negocios y los mercados.

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Ten Best Practices for Better Joint Business Planning

We recently led an alliance team through an alliance business planning session.  Through that process we captured a number of best practices that lead to better business planning and ultimately better performing alliances.  Here is what we learned:

•  Develop the business plan with your partner.  Successful alliances are win/win/win . Your partners’ strategic objectives, resources, commitment and creative insight are critical to the process and to a successful outcome for you, your partner, and your joint customers.
• Use the templates and checklists as stimuli for thought not a rigid formula.  Your alliance is unique. The value creation thought process and business plan should reflect that.
• Build from the specific to the general.   You may find that over several initiatives you have 80% commonality, but it is that 20% differential that makes for a successful joint offer.  Specifics make an impact – generalizations put you to sleep.
• Articulate the differentiation in the solution clearly, unambiguously. Contrast with the competition…50% more scalable than .
• Individual value propositions should include specific descriptions of how value is created, so that a reader not in the alliance understands it. You will be describing the value of this alliance to executive management and other stakeholders.
• Include customer value and metrics .Hard metrics on customer value ie. “reduces deployment costs by 7%”, gives you a compelling reason to get in the door with customer decision makers and energizes the sales teams to engage collaboratively.  Value props that impact customer business model are especially compelling i.e. increased competitive advantage for your customer. Focusing on your customer maintains common vision between partners.
• Keep focus on specifics: – “saving millions per drill head” is a more powerful vision than ‘saving costs’; “ saving up to $5M per well” even better! Same for alliance objectives, again, the best have very clear, numerically stated objectives for both partners and customer.
• For each metric establish a baseline “where you are today” and a goal “where you want to be in 6 mo, 1 yr”
• Identify risks and obstacles to success and include risk mitigation and contingency plans
• Evaluate your sales and marketing value props from the sales perspective.  Are they strong enough to compel you sales teams to want to sell with a partner?
• Bonus Best Practice: Relationship strength is critical in an alliance.  Measure it regularly via partner health checks and proactively manage the relationship.

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Joint Business Plan: what's the point? .

It’s around this time that manufacturers and retailers agree joint business plans, or JBPs, for the coming year. But JBPs can be a very mixed bag, so if you’re going to do one, it’s essential you do it in the right way and for the right reasons. JBPs come in just three flavours, so which one is right for each of your major relationships?

The Sales Plan:

It’s the most common form of JBP but, in reality, it’s nothing more than a 12-month promotion calendar. Periods of trading, interspersed with launches and deals. It’s a low-value exercise. At best it helps you coordinate activity, stock, and investment across the year, but it’s never going to transform your businesses, so don’t waste much time on it.

The Battle Plan:

This flavour of JBP is really a competitive negotiating tool, to be used to gain specific commitments and concessions. A retailer may be offered extra promotions for a cost price increase. A manufacturer might be promised volume growth in return for more investment. The numbers in the plan are only there to support the negotiation, and to be used as a beating stick, for one side or the other, during the year. It’s a hard-nosed deal for a 12-month period, so it needs time, focus and planning.

The Strategic Plan:

The “strategic” JBP is very different. It requires an open, collaborative relationship. It starts with an ambitious vision of where the relationship could be in the future, where it could add genuine value for customers, and where it could create something new, different and worthwhile. The strategy is as much about joint initiatives as it is about buying and selling, and it may outline a plan that will run for the next several years.

BOTTOM LINE:  you can’t collaborate with someone intent on competing with you. But for those relationships where you can collaborate, the rewards from a strategic JBP can be huge. Choose the right approach, set appropriate objectives, and adopt a style to maximise the opportunity. Don’t waste your time going through the motions – there’s really no point.

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JBP (Joint Business Plan): o que é e como usá-lo para fazer um planejamento eficiente

mar 23, 2023 | Sem categoria | 0 Comentários

No artigo de hoje, descubra o que é um Joint Business Plan , conhecido também como JBP , uma abordagem estratégica que está se disseminando cada vez mais no Brasil.

Confira ainda as melhores dicas para que esse tipo de planejamento de parceria entre duas empresas siga da melhor maneira possível, com o alinhamento de expectativas e ações.

O que é um Joint Business Plan?

Afinal, o que é um Joint Business Plan (JBP) ? Você já ouviu falar esse nome?

Primeiramente, vamos entender o significado desse termo. Em inglês, quer dizer “Plano de Negócios Conjunto” . Ou seja, é um planejamento feito em parceria com duas empresas, geralmente indústria e varejo. Elas alinham, entre si, ações que serão executadas a médio e longo prazo. 

Em outras palavras, o Joint Business Plan é uma forma de fazer com que ambas as empresas andem juntas em busca de resultados positivos para todos , inclusive o cliente final.

Para que serve?

Antes de mais nada, é importante lembrar que varejo e indústria são segmentos que se complementam e que têm objetivos comuns de alcançar faturamento.

Sendo assim, por que não trabalhar juntos para chegar aos resultados desejados? É para isso que serve o Joint Business Plan (JBP) .

Essa estratégia não é exatamente nova, porém vem ganhando cada vez mais espaço no mercado, principalmente nos últimos anos. 

Como já mencionei anteriormente, essa ferramenta é utilizada com o objetivo de trazer benefícios para ambas as partes e também para os consumidores finais. Forma-se, então, uma parceria, facilitando o alcance dos resultados. 

Quais são as vantagens do Joint Business Plan?

Essa estratégia possui diversos benefícios , como você verá abaixo:

1) Aumento do faturamento:

Em primeiro lugar, o aumento do faturamento. Muitos negócios apenas seguem o fluxo para aumentar vendas. Porém, muitas vezes, as estratégias não são bem-sucedidas. 

Por isso, com o plano de negócios , a indústria e varejo podem fazer estudos aprofundados e se ajudar mutuamente para chegar ao objetivo desejado.

Sendo assim, esse é o principal benefício do JBP . 

2) Ganho de produtividade:

Do mesmo modo, uma vantagem que podemos notar é o ganho de produtividade, já que as empresas trabalham em conjunto, compartilhando conhecimento, inovação e tecnologia.

Como resultados, as duas empresas ganham tempo e vantagem em relação a outros concorrentes. 

3) Relacionamento próximo:

Na grande maioria das vezes, as conversas entre indústria e varejo se resumem apenas a discussões sobre preços de produtos. 

Contudo, com um plano de negócios bem estruturado, é possível aprofundar esse relacionamento, criando uma aliança mais fortalecida.

Aqui, a ideia é ter uma visão de longo prazo, que vá além das conversas cotidianas e que possa gerar muitos frutos positivos para ambas as partes. 

4) Eficiência logística:

Outro benefício é a maior eficiência logística, já que os problemas envolvendo essa parte são bastante comuns em toda a cadeia (desde a indústria, passando pelo varejo, até o consumidor final).

A boa notícia é que a criação de um JBP que alinhe os diferentes grupos envolvidos pode reduzir essas dificuldades, resultando assim, em entregas mais rápidas aos consumidores.

Resumindo, os benefícios do Joint Business Plan são muitos:

• Aumento de faturamento;
• Fortalecimento da marca;
• Criação de novos produtos;
• Desenvolvimento tecnológico;
• Expansão de canais de vendas;
• Criação de novos canais de vendas ;
• Aumento do ticket médio dos produtos.

Agora que você já conhece todos os diferenciais do JBP , veja a seguir como montar um bom plano de negócios e aplicá-lo de forma eficiente. 

Como aplicar o JBP para fazer um planejamento eficiente?

É fato que elaborar um Joint Business Plan de sucesso pode ser desafiador.

Por isso, separei aqui algumas dicas incríveis para você aplicar essa ferramenta de forma eficiente e, assim, ter mais sucesso no planejamento.

1) Escolha uma empresa parceira:

Em primeiro lugar, é preciso escolher a empresa parceira que trabalhará em conjunto na construção do JBP .

Para isso, é essencial criar uma relação de confiança e comprometimento, afinal, serão compartilhadas informações confidenciais, pesquisas comportamentais, planos de crescimento, enfim, inúmeros dados estratégicos.

Sem confiança e colaboração de ambas as partes, o plano de negócios não terá sucesso.

2) Forme equipes multidisciplinares:

Em seguida, será necessário criar equipes multidisciplinares, que atuaram na criação e execução de um bom plano de negócios. 

Essas equipes devem incluir profissionais de planejamento, vendas, atendimento, logística, entre outros. 

Isso fará toda a diferença para que as empresas não se esqueçam de nenhum aspecto relevante durante a elaboração, e para que o JBP seja bem-sucedido. 

3) Comece priorizando objetivos:

Depois, o processo segue com cada parte envolvida compartilhando seus objetivos, interesses e necessidades, além de concordar que é preciso fazer um trabalho conjunto para ter bons frutos. 

Com isso, o resultado final será um plano que todos desejam seguir, afinal se veem representados nele.

Um erro muito comum é criar planos unilaterais, ou seja, pensados somente pelo varejo ou pela indústria, sem levar em conta a outra parte.

Além disso, é preciso focar no longo prazo, pensando de maneira realmente estratégica e voltada para o futuro. Sendo assim, um plano de negócios desse tipo pode ter duração de um a três anos, envolvendo atividades contínuas.

4) Levante dados:

Em seguida, é o momento de levantar dados, analisando o comportamento dos consumidores e do mercado de atuação. 

Isso é fundamental para que as estratégias criadas sejam bem embasadas.

5) Compartilhe informações e crie o plano:

Nesta fase, as equipes se juntam para apresentar os dados levantados, compartilhando ideias sobre cada questão.  

Essa reunião também pode ser aproveitada para fazer a criação do plano de negócios, com foco colaborativo. Aqui, também deve ser firmado um compromisso entre ambos os negócios.

6) Defina responsáveis:

Por mais que a estratégia seja colaborativa, é importante que cada parte tenha seus responsáveis.

Eles irão fazer o acompanhamento dos objetivos em cada etapa do plano de negócios,  além de análises e ajustes nas definições conforme os resultados que estão sendo obtidos.

7) Registre as definições:

Por fim, crie um documento para registrar as definições, incluindo todas as iniciativas, os membros responsáveis por cada tarefa, os recursos necessários, o cronograma de desenvolvimento e as métricas que serão analisadas.

Dessa forma, com etapas claras a se seguir, ficará muito mais fácil engajar a equipe no cumprimento do JBP e ter resultados positivos.

Em suma, desenvolver um plano de negócios conjunto é apenas o primeiro passo para que a indústria e o varejo trabalhem de maneira colaborativa para obter melhores resultados.

Espero que você tenha achado essas dicas úteis para o seu negócio. Elas são fundamentais para garantir mais eficiência no planejamento. 

Porém, vale lembrar que a verdadeira chave para o sucesso de um Joint Business Plan é o relacionamento.

Um bom relacionamento entre as partes faz toda a diferença na execução das estratégias, principalmente quando as empresas possuem culturas diferentes. Nesse caso, o papel das lideranças de ambos os lados é imprescindível! 

Para não perder nenhum conteúdo relevante e de qualidade, continue sempre acompanhando o Canal do Consultor .

Acesse também o meu canal do YouTube e, se precisar esclarecer alguma dúvida, deixe um comentário por aqui ou me mande uma mensagem no meu Instagram .

Até a próxima!

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Cómo pueden prosperar las "empresas conjuntas" en tiempos de crisis

Las joint ventures podrían ser más relevantes que las fusiones y adquisiciones para la estrategia de las empresas. Image:  Product School/Unsplash

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Ed gore-randall.

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.chakra .wef-1nk5u5d{margin-top:16px;margin-bottom:16px;line-height:1.388;color:#2846F8;font-size:1.25rem;}@media screen and (min-width:56.5rem){.chakra .wef-1nk5u5d{font-size:1.125rem;}} Involúcrate con nuestra plataforma digital de crowdsourcing para lograr un impacto a escala

Mantente al día:, horizon scan: markus herrmann.

• Las joint ventures, o empresas conjuntas en español, son cada vez más relevantes, especialmente en tiempos de agitación geopolítica e incertidumbre económica - y para algunos, más aún que la tradicional actividad de fusiones y adquisiciones para la estrategia de las empresas, según una encuesta del Boston Consulting Group.
• La mayoría de las empresas siguen comprometidas con sus joint ventures existentes, incluso cuando se enfrentan a retos geopolíticos; sin embargo, muchas creen que no están totalmente preparadas para los cambios globales.
• Las empresas están cambiando sus estrategias de joint ventures, a veces desplazando su enfoque geográfico, mientras que muchas se plantean incorporar protecciones "no jurídicas" a las nuevas asociaciones.

En los últimos años, los riesgos para los negocios internacionales se han multiplicado. Las guerras, el cambio climático y las pandemias, entre otras crisis globales, han convertido al mundo en un lugar más complicado que en casi cualquier otro momento de la historia reciente. Muchos de los riesgos geopolíticos que surgen afectan a las empresas que participan en joint ventures transfronterizas.

Las joint ventures transfronterizas son entidades jurídicas de propiedad conjunta que permiten a las empresas penetrar más eficazmente en nuevos mercados, combinando los conocimientos locales con recursos y capacidades adicionales.

En los últimos 15 años, la actividad de las joint ventures ha demostrado una gran resiliencia a las convulsiones políticas y las recesiones económicas. En julio de 2023, Boston Consulting Group (BCG) llevó a cabo una encuesta en la que se preguntaba cómo están afrontando las joint venture transfronterizas la situación actual del mundo.

¿Has leído?

Pensar a largo plazo: cómo aplicar la prospectiva estratégica para afrontar los retos globales, cómo construir la resiliencia de los negocios en una era de riesgos y turbulencias, estos son los mayores riesgos globales a los que nos enfrentamos en 2024 - y en el futuro, futuro brillante para las joint ventures.

En una encuesta realizada a 159 ejecutivos de empresas con joint ventures en todo el mundo, la mayoría (58%) creía que el actual panorama geopolítico favorece el establecimiento de joint ventures en lugar de fusiones y adquisiciones. Un número similar (60%) afirmó que las joint ventures son un vehículo más resiliente para hacer frente a las crisis económicas. Los encuestados de seis sectores se mostraron especialmente optimistas respecto a las joint ventures:

• Metales y minería.
• Automoción y movilidad.
• Bienes de consumo.
• Telecomunicaciones.
• Medios de comunicación y tecnología.
• Aeroespacial y defensa.

Los encuestados del sector aeroespacial y de defensa, por ejemplo, señalaron la naturaleza estratégica de su industria como una razón importante para formar joint ventures.

Dos tercios de todos los participantes afirmaron que siguen comprometidos con su actual estrategia de joint ventures pese a los desafíos. Sin embargo, las tensiones mundiales han llevado a un número significativo (33%) a plantearse cambios como centrarse en joint ventures en regiones diferentes, renegociar las condiciones o abandonar determinadas asociaciones.

Las empresas norteamericanas y europeas son las más propensas a considerar que están expuestas a riesgos geopolíticos, ya que una mayor proporción de sus joint ventures (alrededor del 70% en nuestra muestra) incluyen a socios extranjeros. En comparación, las joint ventures transfronterizas sólo representan alrededor del 30% de todas las actividades de joint ventures chinas y alrededor del 50% en la India y el resto de la región Asia-Pacífico.

Desplazándose por el mapa

La actividad futura de las joint ventures se centrará probablemente en regiones diferentes a las del pasado. Por ejemplo, las empresas de Norteamérica y Europa pretenden tener menos actividades en China. Esta reorientación puede reflejar varios factores más allá de la geopolítica, como el menor crecimiento del producto interior bruto y el hecho de que China ya no exige a las empresas extranjeras que creen joint ventures para operar en determinados sectores de su economía.

Al mismo tiempo, las empresas norteamericanas y europeas también pueden estar buscando asociaciones más cerca de casa debido a factores de seguridad nacional, energía verde e incentivos de política industrial.

Muchos países de Asia-Pacífico, excluyendo China e India, también están planeando aumentar las joint ventures en Norteamérica, Europa, Oriente Medio y su propia región, mientras que las empresas latinoamericanas contemplan una mayor actividad en Norteamérica, Europa y la propia Latinoamérica. Es probable que estos planes se deban tanto a cambios geopolíticos como a oportunidades de crecimiento.

Estrategia de refuerzo

Mientras los ejecutivos contemplan las oportunidades y los riesgos de un mundo en rápida evolución, sólo el 23% afirma estar bien preparado para gestionar sus joint ventures existentes y ejecutar sus ambiciones futuras en medio de mayores riesgos geopolíticos. La mayoría (70%) afirma estar sólo algo preparado, mientras que el 8% dice no sentirse preparado en absoluto.

La mejor manera de maximizar el éxito futuro es con una estrategia que incorpore la resiliencia. Todos los futuros acuerdos de joint ventures transfronterizas deben contener algunas salvaguardias e incluso las joint ventures existentes pueden establecer nuevos mecanismos para proteger a todos los socios. En concreto, recomendamos las cinco prácticas siguientes para ayudar a los socios de joint ventures transfronterizas a tener éxito en el paradigma internacional actual.

1. Poner a prueba las estrategias de las joint ventures y los casos empresariales frente a posibles cambios geopolíticos

Tanto si su empresa está considerando las opciones en una sociedad existente como examinando la viabilidad de una nueva empresa, la modelización de escenarios para un futuro más volátil debería ser una parte crítica y continua del proceso de toma de decisiones.

2. Reconocer que las joint ventures transfronterizas difieren según las regiones

Los socios deben estar en sintonía con el marco social, político, jurídico y financiero de cada país. Los contrastes culturales en cualquier acuerdo de joint venture pueden tener un impacto duradero, que comienza en las primeras fases de las negociaciones y se prolonga a lo largo de toda la vida de la asociación.

3. Crear una estructura de gobernanza sólida con protecciones no jurídicas y vías de escalada

Los mecanismos de protección que van más allá del ámbito jurídico son una de las salvaguardias más valiosas en una joint venture transfronteriza. Entre los ejecutivos encuestados, el 32% afirma que estas protecciones han adquirido mayor importancia en la última década y el 44% las considera al menos tan importantes como las protecciones jurídicas, si no más.

4. Establecer relaciones personales profundas en la jurisdicción local

Los socios extranjeros también deben establecer relaciones directas con otros clientes y proveedores, además de con organismos gubernamentales, como respaldo en caso de que sus relaciones con sus homólogos locales se tuerzan.

5. Asegurarse de que cada parte tiene un plan de salida claro y especificado en el acuerdo

El plan de salida se ha vuelto más importante que nunca para garantizar que ningún socio carezca de una opción viable o se vea obligado a adoptar una salida costosa. Si su empresa ya forma parte de una sociedad y su plan de salida le parece insuficiente en un mundo más arriesgado, puede aprovechar cualquier oportunidad que surja para renegociar el acuerdo original de la joint venture. Por ejemplo, si su empresa y su socia quieren expandirse a un nuevo mercado, puede ser una buena ocasión para cambiar ciertos términos y redactar un mecanismo de salida más sólido.

Una joint venture sólidamente estructurada puede soportar la mayoría de las tensiones, pero todos los socios deben asegurarse de que están adecuadamente protegidos y reconocer que el manual de reglas del pasado puede tener que adaptarse al incierto mundo del futuro.

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Sony and Apollo’s Plan for Paramount: Break It Up

CBS and other well-known properties would be sold if Sony and Apollo were able to buy Paramount. But the new owners would keep the movie studio.

By Benjamin Mullin and Lauren Hirsch

Shari Redstone helped build Paramount Global into a media empire, but if Sony Pictures Entertainment and the private-equity giant Apollo Global Management succeed in acquiring it, they plan to break it all up, according to three people familiar with the matter.

The plan would include auctioning off CBS, cable channels like MTV and the Paramount Plus streaming service, said the people, who asked not to be identified sharing private details. Paramount Pictures — home to blockbusters like “The Godfather,” “Top Gun” and the “Mission: Impossible” franchise — would be combined with Sony’s business.

Sony and Apollo, which made a nonbinding expression of interest in acquiring Paramount for $26 billion last week, are also likely to keep Paramount’s library of films and TV shows and the rights to well-known characters, including the Teenage Mutant Ninja Turtles and SpongeBob SquarePants. They have not yet outlined this plan to Paramount or its advisers.

A breakup of Paramount would represent a major changing of the guard in the entertainment industry. CBS and Paramount have been controlled by the Redstone family for decades, since the media mogul Sumner Redstone assembled the conglomerate in a series of audacious deals. His daughter, Ms. Redstone, championed a 2019 deal to reunite it, and she remains Paramount’s controlling shareholder.

Sony and Apollo are now engaging with Paramount’s financial advisers on next steps in their proposal, the people said. The two companies have not yet signed formal nondisclosure agreements or begun due diligence reviews, a process that could take weeks.

Though it’s still early, the two bidders have already begun to envision how a deal for Paramount could unfold. The two would likely operate the company as a joint venture controlled by Sony, with a minority stake owned by Apollo, the people said. Sony would look to combine the marketing and distribution functions of the Paramount movie studio with its own operations, and divest the rest of the properties.

Over time, Apollo could sell its stake in the joint venture back to Sony or to another buyer. It’s not yet clear just how large a stake Apollo would hold in the business, though the company plans to invest billions in the deal, one person said.

A breakup of Paramount is not a preferred outcome for Ms. Redstone, who would prefer the company to pass on to another buyer intact, a person familiar with her thinking said. But it wouldn’t necessarily be a dealbreaker if the offer was compelling, the person said.

There are other suitors. Skydance, a media company founded by the tech scion David Ellison, has been in discussions with Paramount for months about a potential deal. Exclusive negotiations between Skydance and Paramount lapsed last week, shortly after Sony and Apollo put in their expression of interest. But Skydance remains interested.

Sony and Paramount have different approaches to the entertainment business, and a deal would probably result in a U-turn for Paramount. Unlike Paramount, which streams its content on Paramount+, Sony licenses its movies and TV shows to companies like Netflix and Disney. Sony would probably not change that approach in a deal with Paramount and would most likely look to combine Paramount+ with a rival service, such as Comcast’s Peacock or Warner Bros. Discovery’s Max.

Sony has long pursued Paramount’s movie studio. Several years ago, Sony executives reached out to Paramount to see if the company would be willing to sell Paramount Pictures or merge it into a joint venture, but Paramount signaled it was interested only in a deal for the whole company. So when Apollo made a bid for all of Paramount this year, Sony decided to team up.

Any deal by Sony would face regulatory hurdles. Regulations restrict foreign owners from holding licenses for U.S. broadcast stations, which could prevent Sony — which is owned by the Japanese-based Sony Group — from owning CBS-affiliated TV stations. But they could divest the stations immediately, or have Apollo apply for the license. They are also considering other options for the stations.

The deal would also most likely require clearance from the Committee on Foreign Investment in the United States, the panel in Washington that scrutinizes acquisitions by foreign owners.

Sony and Apollo believe that when they decide to sell the Paramount assets , there could be many logical buyers, the three sources said. Warner Bros. Discovery, which does not own a broadcast network, could be a suitor for CBS. TV station groups like Nexstar and Tegna could be logical buyers for CBS’s owned and operated TV stations.

The hardest asset to sell would most likely be Paramount’s cable networks, like MTV and Nickelodeon, but those could be sold to a TV programmer looking for greater scale in negotiations with cable companies like Charter and Comcast.

Benjamin Mullin reports on the major companies behind news and entertainment. Contact Ben securely on Signal at +1 530-961-3223 or email at [email protected] . More about Benjamin Mullin

Lauren Hirsch joined The Times from CNBC in 2020, covering deals and the biggest stories on Wall Street. More about Lauren Hirsch