P&G & Aventis: Bridging the Divides in an Alliance using Network Analysis: The Case Center

The consumer goods company P&G has discovered a treatment for osteoporosis, a disease that leads to bone frailty, particularly among older women. Due to the risk and costs involved, the company plans to develop and commercialize the treatment with an alliance partner and create a new foundation for growth. This case focuses on the partner selection, deal negotiation, and partnership execution stage of its collaboration with Aventis (now Sanofi). The case also allows for a discussion of social network analysis as a tool to reveal the communication patterns within and across the two companies. Case discussion participants can reflect on the results and consider action items to prepare the alliance for the future.