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• A Relationship

• Set-up for Mutual Benefit

• Based on Mutual Trust and Respect

• Reciprocal I do something for you, and in exchange, you do something for me

• Symmetrical Evenly balanced relationship (equals)

• Win-Win Dynamic Net positive on both sides

• Cost to Either Partner Does Not Outweigh the Benefit

• Each Side Open, Honest and Accountable

Definition of Partnership

Partnership Strategy1

Broadmoor Partnership Strategy

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Wilson School: RSD, CGI, Global Green, Future Proof, Xtech, CCSF, Edison

Keller Library: CGI, Carnegie, NOPL, RosaMary Foundation, Keller Foundation, MIT, Green Coast, USDOE, Future Proof, AT&T, ORDA, Mercy Corps

28% Solution: Rebuilding Together, Annunciation Mission, CARE, CGI QuickStrike

Expertise: Shell, Harvard,

Bard, MIT, IUPUI

Other: Hike For Katreena, HGTV, Motorola, Deutsche Bank, Surdna Foundation,

NeighborWorks, CGI, Mercy Corps

Define & CommunicateVision and Needs2

• People Join Partnerships Aligned with Their Vision• Define needs in order to Connect with Partners• Create a Neighborhood Plan

MS-Word, Acrobat, CD Burner (NPN)

• Create an Executive Summary & Give away like candy Customize the plan to match the partner

• Recognize: you are the product that you are selling! Sell yourself & your neighborhood/organization’s story Create and control your own recovery narrative

Define and Communicate Your Vision & Needs

Building a Partnershipis a Form of Sales 3

1. It’s a Numbers Game (The Sales Funnel)

2. Know your Conversion Rate & Network Accordingly

3. Understand the Pareto Principle 20% of the population generates 80% of the results

4. Don’t Judge a Book by it’s Cover You never know who is an eventual partner or a

friend of a partner

5. Accept Long Lead Times Planting the seeds for next year’s harvest

Principles of Successful Sales

6. Only 50% of Your Marketing Will Work (but you never know which 50%!)

7. Start Your Marketing Immediately Not when it is perfect

8. Ask for the Sale Explicitly ask for the help you need

9. Never Cut Your Marketing/Sales Budget

10. Map the Organization (Triangulate)

11. Follow-up!

Principles of Successful Sales

Identifying Good Partners 4

• A Bad Partner is Worse Than No Partner Don’t jump into a partnership just because they will partner

• You Must Share the Same Vision & Values• Personalities Must Mesh• You Are In It Together, Now

Need to Be Able to be Honest and Open with Each Other

• Respect Each Other as Equals Each has their expertise, but overall act as equals

(balance of power)

• Agree Upon Goals

How to Identify a Good Partner

Creating the Win-Win 5

• Always Be Looking For the Win for Your Partner Put Yourself In Their Shoes

• Learn Their Business, Organization & Culture

• Make Your Partner a Hero

• Look For The Win-Win-Win {A to B}, {A to C}, {C to D}, {D to B}

Creating The Win-Win

The Role of Brokers 6

• Definition of a Broker: Someone Internal or External Draws partners together Nurtures, develops, maintains & holds the partnership together

• Model is Used in Ad Agencies & Consulting Firms Account Manager, Client Services, etc.

• Broker Bridges Needs Using Common Language (Connect the Dots)• A Good Broker is a:

Diplomat, Facilitator, Listener Strategist, Entrepreneur, Networker Optimist, Humble/Modest (not a limelight seeker)

• Brokering Probably Exists Within Your Organization/Community• All About Social Networking and Social Connections (6 Degrees of Separation)• When Finding Brokers Look for “Influencers” (those with large networks)• All Partners are Local (1-3 degrees of separation)

The Role of Brokers

Maintaining Partnerships 7

• Account Management / Client Service Entire profession devoted to the are of maintaining partnerships

• Client Love• Partner Loyalty (Take a Bullet)• Friendship• F.O.A• Structured Status Reports

Meeting Notes / Contact Report Proactively Share Metrics & Outcomes

• Brokering Links to Other Contacts• Celebrating Small Successes

Maintaining Partnerships

Building Partnerships When You Have Limited Resources 8

• You May Have More Resources Than You Think Dirt Brand Clients (Residents, Audience, Customers) Access to other partners in the network

• Partnership as a Form of Outsourcing

• Partnerships as a Way of Staffing

Working With Limited Resources

Partnership Tools 9

• MOU

• International Business Leaders Forum Partnering Toolkit

• Partnering Toolbook Collection (IBLF)

http:/thepartneringinitiative.org/mainpages/tb/toolbooks/

Partnership Tools

Biting Your Tongue 10

• Keep in Mind Your Ultimate Objective Patience

• Check Egos at the Door• Never Air the Dirty Laundry in Public

Discuss problems with partner in private

• Take a Bullet Account Management Concept

How & When to Bite Your Tongue

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