Nuts & Bolts: Build & Maintain Successful Partnerships

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

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

Partnership Strategy 1

Broadmoor Partnership Strategy 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 & Communicate Vision and Needs 2

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

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

Building a Partnership is a Form of Sales 3

It’s a Numbers Game (The Sales Funnel) Know your Conversion Rate & Network Accordingly Understand the Pareto Principle 20% of the population generates 80% of the results Don’t Judge a Book by it’s Cover You never know who is an eventual partner or a friend of a partner Accept Long Lead Times Planting the seeds for next year’s harvest Principles of Successful Sales

It’s a Numbers Game (The Sales Funnel)

Know your Conversion Rate & Network Accordingly

Understand the Pareto Principle

20% of the population generates 80% of the results

Don’t Judge a Book by it’s Cover

You never know who is an eventual partner or a friend of a partner

Accept Long Lead Times

Planting the seeds for next year’s harvest

Only 50% of Your Marketing Will Work (but you never know which 50%!) Start Your Marketing Immediately Not when it is perfect Ask for the Sale Explicitly ask for the help you need Never Cut Your Marketing/Sales Budget Map the Organization (Triangulate) Follow-up! Principles of Successful Sales

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

Start Your Marketing Immediately

Not when it is perfect

Ask for the Sale

Explicitly ask for the help you need

Never Cut Your Marketing/Sales Budget

Map the Organization (Triangulate)

Follow-up!

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

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

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

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}

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

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)

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

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

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

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

Partnership Tools 9

MOU International Business Leaders Forum Partnering Toolkit Partnering Toolbook Collection (IBLF) http:/thepartneringinitiative.org/mainpages/tb/toolbooks/ Partnership Tools

MOU

International Business Leaders Forum Partnering Toolkit

Partnering Toolbook Collection (IBLF)

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

Biting Your Tongue 1 0

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

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

Nuts & Bolts: Build & Maintain Successful Partnerships