FOCUS 15


There is also a need to get personnel, to devote suffi cient time and attention to understanding the cultural differences, aspirations and agendas of the joint venture partner organisation, and understanding the partner’s perceptions of your organisation.


Working with those embarking on new joint ventures in the industry has given KPMG great insight into how big these challenges can be. For example, a relatively small business needed to work with a partner to exploit its major new fi eld. Taking a robust approach to understanding the range of different deals available and the range of potential partners put the small company in a much more powerful position to negotiate improved terms, using a variety of technical, operational, regulatory, economic and fi nancial options and arguments.


The race to combine commercial acuity and technical expertise with ‘softer’ skills including self-awareness, fl exibility and relationship- building will be a demanding challenge for this changing industry. But the rewards for the winners could be transformational.


Marc Van Grondelle Partner, UK Head of Joint Ventures, KPMG Tel:+44 (0)20 73114984 marc.vangrondelle@kpmg.co.uk


“ “


WORKING WITH THOSE EMBARKING ON NEW JOINT VENTURES IN THE INDUSTRY HAS GIVEN KPMG GREAT INSIGHT INTO HOW BIG THESE CHALLENGES CAN BE.


© 2013 KPMG LLP, a UK limited liability partnership, is a subsidiary of KPMG Europe LLP and a member fi rm of the KPMG network of independent member fi rms affi liated with KPMG International Cooperative, a Swiss entity. All rights reserved.


BACK TO CONTENTS


JOINT VENTURES


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29