think like a great partner: how to develop highly successful corporate partnerships
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Think Like a Great Partner: How To Develop Highly Successful
Corporate Partnerships
Our Presenter: Bruce
Burtch
Cross-sector partnership expert and author, Win-Win for the Greater Good
Sea Change
Hand Out…Left Out!
The New Normal
For-profits: It’s my money!
The New Normal
For-profits: It’s my money!
Nonprofits: Business value proposition
Cross-Sector Partnership
Benefits to Special Olympics
• Soccer balls
Benefits to Special Olympics
• Soccer balls• Many new volunteers
Benefits to Special Olympics
• Soccer balls• Many new volunteers• Coverage in Levi’s corporate
newsletter
Benefits to Special Olympics
• Soccer balls• Many new volunteers• Coverage in Levi’s corporate
newsletter• Levi executive joined Board of
Directors
Benefits to Special Olympics
• Soccer balls• Many new volunteers• Coverage in Levi’s corporate
newsletter• Levi executive joined Board of
Directors• Media coverage throughout the Bay
Area
Benefits to Special Olympics
• Soccer balls• Many new volunteers• Coverage in Levi’s corporate
newsletter• Levi executive joined Board of
Directors• Media coverage throughout the Bay
Area• Top two or three funding partners
Benefits to Special Olympics
• Soccer balls• Many new volunteers• Coverage in Levi’s corporate
newsletter• Levi executive joined Board of
Directors• Media coverage throughout the Bay
Area• Top two or three funding partners• Recognition influenced other
businesses to support Special Olympics
Benefits to Levi
Benefits to Levi• Employees brought new skills back to
their jobs and became more valuable to Levi
Benefits to Levi• Employees brought new skills back to
their jobs and became more valuable to Levi
• Employees gained a deeper understanding of their community and its needs
Benefits to Levi• Employees brought new skills back to
their jobs and became more valuable to Levi
• Employees gained a deeper understanding of their community and its needs
• Enjoyed a sense of pride and accomplishment
Benefits to Levi• Employees brought new skills back to
their jobs and became more valuable to Levi
• Employees gained a deeper understanding of their community and its needs
• Enjoyed a sense of pride and accomplishment
• Executive joined Board and gained new insight
Benefits to Levi• Employees brought new skills back to
their jobs and became more valuable to Levi
• Employees gained a deeper understanding of their community and its needs
• Enjoyed a sense of pride and accomplishment
• Executive joined Board and gained new insight
• Received exceptional media coverage
Benefits to Levi• Employees brought new skills back to
their jobs and became more valuable to Levi
• Employees gained a deeper understanding of their community and its needs
• Enjoyed a sense of pride and accomplishment
• Executive joined Board and gained new insight
• Received exceptional media coverage • Put Levi Corporate Social Responsibility
into action
Business Value Proposition
If it doesn’t make $$...it doesn’t make sense.
How many benefits can a nonprofit receive by partnering with a for-profit?
Multiple Benefits from Cross-Sector
Partnerships
31 Benefits to Nonprofit Partner
Top 10 Nonprofit Benefits
1) Increase funding
Top 10 Nonprofit Benefits
1) Increase funding2) Expand donor base
Top 10 Nonprofit Benefits
1) Increase funding2) Expand donor base3) Connect to new business partners
Top 10 Nonprofit Benefits
1) Increase funding2) Expand donor base3) Connect to new business partners 4) Attract in-kind donations
Top 10 Nonprofit Benefits
1) Increase funding2) Expand donor base3) Connect to new business partners 4) Attract in-kind donations 5) Provide professional development for employee
Top 10 Nonprofit Benefits
1) Increase funding2) Expand donor base3) Connect to new business partners 4) Attract in-kind donations 5) Provide professional development for employees6) Attract new volunteers, Board, pro bono
services
Top 10 Nonprofit Benefits
1) Increase funding2) Expand donor base3) Connect to new business partners 4) Attract in-kind donations 5) Provide professional development for employees6) Attract new volunteers, Board, pro bono
services7) Increase brand recognition
Top 10 Nonprofit Benefits
1) Increase funding2) Expand donor base3) Connect to new business partners 4) Attract in-kind donations 5) Provide professional development for employees6) Attract new volunteers, Board, pro bono
services7) Increase brand recognition 8) Increase media coverage and media
relationships
Top 10 Nonprofit Benefits
1) Increase funding2) Expand donor base3) Connect to new business partners 4) Attract in-kind donations 5) Provide professional development for employees6) Attract new volunteers, Board, pro bono
services7) Increase brand recognition 8) Increase media coverage and media
relationships9) Connect your leadership to community thought
leaders
Top 10 Nonprofit Benefits
1) Increase funding2) Expand donor base3) Connect to new business partners 4) Attract in-kind donations 5) Provide professional development for employee6) Attract new volunteers, Board, pro bono
services7) Increase brand recognition 8) Increase media coverage and media
relationships9) Connect your leadership to community thought
leaders10)Develop earned income opportunities
How many benefits can a for-profit receive by partnering with a nonprofit?
Multiple Benefits from Cross-Sector
Partnerships
38 Benefits to For-Profit Partner
Top 10 For-Profit Benefits
1) Increase sales of products or services
Top 10 For-Profit Benefits
1) Increase sales of products or services 2) Increase employee engagement, morale and
retention
Top 10 For-Profit Benefits
1) Increase sales of products or services 2) Increase employee engagement, morale and
retention3) Increase customer and brand loyalty
Top 10 For-Profit Benefits
1) Increase sales of products or services 2) Increase employee engagement, morale and
retention3) Increase customer and brand loyalty 4) Draw media attention and coverage for free
Top 10 For-Profit Benefits
1) Increase sales of products or services 2) Increase employee engagement, morale and
retention3) Increase customer and brand loyalty 4) Draw media attention and coverage for free5) Provide motivating purpose for their company
and employees
Top 10 For-Profit Benefits
1) Increase sales of products or services 2) Increase employee engagement, morale and
retention3) Increase customer and brand loyalty 4) Draw media attention and coverage for free5) Provide motivating purpose for their company
and employees6) Increase shareholder return
Top 10 For-Profit Benefits
1) Increase sales of products or services 2) Increase employee engagement, morale and
retention3) Increase customer and brand loyalty 4) Draw media attention and coverage for free5) Provide motivating purpose for their company
and employees6) Increase shareholder return7) Increase employee skill development,
teambuilding, leadership
Top 10 For-Profit Benefits
1) Increase sales of products or services 2) Increase employee engagement, morale and
retention3) Increase customer and brand loyalty 4) Draw media attention and coverage for free5) Provide motivating purpose for their company
and employees6) Increase shareholder return7) Increase employee skill development,
teambuilding, leadership8) Attract new business partners and relationships
Top 10 For-Profit Benefits
1) Increase sales of products or services 2) Increase employee engagement, morale and
retention3) Increase customer and brand loyalty 4) Draw media attention and coverage for free5) Provide motivating purpose for your company
and employees6) Increase shareholder return7) Increase employee skill development,
teambuilding, leadership8) Attract new business partners and relationships9) Generate recognition for the good they create in
society
Top 10 For-Profit Benefits
1) Increase sales of products or services 2) Increase employee engagement, morale and
retention3) Increase customer and brand loyalty 4) Draw media attention and coverage for free5) Provide motivating purpose for your company
and employees6) Increase shareholder return7) Increase employee skill development,
teambuilding, leadership8) Attract new business partners and relationships9) Generate recognition for the good they create in
society 10)Receive a tax donation for contributions
Partnership Goals
• To meet the business objectives of each partner
Partnership Goals
• To meet the business objectives of each partner
• To have a clear focus and impact on the greater good
Business Value Proposition
Critical Importance of Alignment
Best Door to Open
Marketing Budgets
100 to 1,000 times greater than philanthropic budgets
The Promise
Create a Greater Good!
You are in the Right Place
You understand the new normal
You are in the Right Place
You understand the new normal You bring more benefits to a
partnership
You are in the Right Place
You understand the new normal You bring more benefits to a
partnershipYou have a business value
proposition
You are in the Right Place
You understand the new normal You bring more benefits to a
partnershipYou have a business value
propositionYou understand the importance of
alignment
You are in the Right Place
You understand the new normal You bring more benefits to a
partnershipYou have a business value
propositionYou understand the importance of
alignment You know to open the marketing
door first
You are in the Right Place
You understand the new normal You bring more benefits to a
partnershipYou have a business value
propositionYou understand the importance of
alignment You know to open the marketing
door firstYou understand partnerships
bring more benefit than any other form of business
To receive a 20% discount ($4) off the retail price of the book ($19.95) go to:www.createspace.com/4334579
and in the checkout process put the following code in the box: JHHVKMHW
“Win-Win for the Greater Good reveals the true essence of success - focusing on the business objectives of your partner, while striving together to create a greater good.” Casey Sheahan, CEO, Patagonia, Inc. “Read it and learn from a master!” James E. Austin, Harvard Business School “A ‘must read’ for any organization.” Howard Behar, President, Starbucks Coffee
Thank You and Q&A
Bruce Burtch
bruce@bruceburtch.comwww.bruceburtch.com
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