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The secret to developing a Successful Partnership. Step 1: Research. Keep informed about corporate developments and trends Look for partners who have similar objectives or goals. Learn as much as you can about a company.

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Presentation Transcript

Step 1: Research

  • Keep informed about corporate developments and trends
  • Look for partners who have similar objectives or goals.
  • Learn as much as you can about a company.
  • Improve your marketing skills and networking opportunities by attending seminars and conferences.
  • Look everywhere for information.

Step 1: Research cont’d

  • Find out if the company has a partnership policy or guidelines.
  • Know who you will be approaching within an organization and why ?
  • Try several companies with separate proposals and/or a single proposal.
step 2 self assessment
Step 2: Self-Assessment
  • Do you have the necessary human resources?
    • Are the necessary skills available in-house?
    • Can you bring in skilled volunteers?
    • What are your training needs?
  • Do you have the administration to handle a partnership?
    • Is your management structure flexible enough?

Step 3: Develop a Policy

  • Be aware of potential conflict of interest and incompatibility issues.
  • Target your potential partner.
  • Spell out a corporate sponsorship policy, including:
    • i) A statement of principle
    • ii) Screening criteria
    • iii) An administrative process for
    • developing partners

Step 4: Develop a Proposal

  • Develop a realistic, specific, and succinct proposal.
  • Think long-term.
  • Look for more than money.
  • Offer partnership options that involve varying levels of commitment.
  • Sell the benefits of your proposal.

Step 5: Know what you want

  • The Government / NGO partner may need:
    • Funding for a program, campaign, or event
    • Meeting or office space
    • Printing or mailing assistance
    • Contest prizes
    • Supplies or equipment
    • Special expertise
    • Dissemination of a message (through products, flyers, etc.)

Step 6: Know what they want

  • The private sector partner may need:
    • Public recognition
    • Display of corporate logo
    • Print, TV or trade journal ads linking the sponsor with the partner / cause
    • "Profile" for top officials
    • A product display at the sponsored event
    • Exclusive rights to sell merchandise linked to its support
step 7 know each other s objectives
Step 7: Know each other’s objectives
  • Government agencies want visibility and public support for their programs.
  • NGO's want visibility, support and resources.
  • Companies want positioning in the marketplace.
step 8 the partnership approach
Step 8: The Partnership Approach
  • Present your proposal well in advance.
  • Companies may approach you.
  • Hire a supplier/broker to represent you.
  • Take time to develop and nurture partnership.
  • First meeting should be exploratory.
  • Keep in touch with companies you've approached.
step 9 go for it
Step 9: Go for it!

Present to your potential partner:

  • A Business Plan
  • The Results that you are aiming for
  • Timetable
  • Your needs

* always have a plan ‘B’

step 10 develop an agreement
Step 10: Develop an Agreement

Contract to include:

  • Purpose & scope of the partnership
  • Specific & measurable objectives
  • Defined responsibilities of each partner
  • Measurable milestones
  • Mechanisms for amending or terminating the agreement
  • Method of evaluating the partnership
  • List of key issues in partnership
  • Parameters for the use of slogans, logos and symbols
step 11 follow up
Step 11: Follow up
  • Sign a letter of agreement with the company.
  • Work at the partnership every day.
  • Evaluate partnership to identify successes.
  • Build on the strengths that evaluations identify.
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