The modern era demands rapid development. But to create a timely solution that meets demands, companies need a network of long-standing partnerships they can rely on.

So ... should an alliance manager invest in long-term relationships, or seize revenue opportunities and develop partnerships as needed?

It’s a real question, and it deserves a thorough answer.

We brought in Ard-Pieter de Man, Professor and Researcher at Vrije University in Amsterdam, on the #AllianceAces podcast  — hosted by Chip Rodgers, VP Marketing and Alliances at WorkSpan.

Here’s what Ard told us about the tradeoffs in long-term alliance management and opportunistic alliance management: