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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
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Partnership Strategy1
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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
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Define & CommunicateVision and Needs2
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• 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
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Building a Partnershipis a Form of Sales 3
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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
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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
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Identifying Good Partners 4
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• 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
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Creating the Win-Win 5
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• 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
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The Role of Brokers 6
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• 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
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Maintaining Partnerships 7
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• 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
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Building Partnerships When You Have Limited Resources 8
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• 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
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Partnership Tools 9
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• MOU
• International Business Leaders Forum Partnering Toolkit
• Partnering Toolbook Collection (IBLF)
http:/thepartneringinitiative.org/mainpages/tb/toolbooks/
Partnership Tools
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Biting Your Tongue 10
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• 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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Nut
s &
Bol
ts:
Bui
ld &
Mai
ntai
n S
ucce
ssfu
l P
artn
ersh
ips
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