Nuts & Bolts: Build & Maintain Successful Partnerships
<ul><li>A Relationship </li></ul><ul><li>Set-up for Mutual Benefit </li></ul><ul><li>Based on Mutual Trust and Respect </l...
Partnership Strategy 1
Broadmoor Partnership Strategy Wilson School:   RSD, CGI, Global Green, Future Proof, Xtech, CCSF, Edison Keller Library: ...
Define & Communicate Vision and Needs 2
<ul><li>People Join Partnerships Aligned with Their Vision </li></ul><ul><li>Define needs in order to Connect with Partner...
Building a Partnership is a Form of Sales  3
<ul><li>It’s a Numbers Game  (The Sales Funnel) </li></ul><ul><li>Know your Conversion Rate & Network Accordingly </li></u...
<ul><li>Only 50% of Your Marketing Will Work (but you never know which 50%!) </li></ul><ul><li>Start Your Marketing Immedi...
Identifying Good Partners  4
<ul><li>A Bad Partner is Worse Than No Partner </li></ul><ul><ul><li>Don’t jump into a partnership just because they will ...
Creating the Win-Win  5
<ul><li>Always Be Looking For the Win for Your Partner </li></ul><ul><ul><li>Put Yourself In Their Shoes </li></ul></ul><u...
The Role of Brokers  6
<ul><li>Definition of a Broker: </li></ul><ul><ul><li>Someone Internal or External </li></ul></ul><ul><ul><li>Draws partne...
Maintaining Partnerships  7
<ul><li>Account Management / Client Service </li></ul><ul><ul><li>Entire profession devoted to the are of maintaining part...
Building Partnerships When You Have Limited Resources  8
<ul><li>You May Have More Resources Than You Think </li></ul><ul><ul><li>Dirt </li></ul></ul><ul><ul><li>Brand </li></ul><...
Partnership Tools  9
<ul><li>MOU </li></ul><ul><li>International Business Leaders Forum Partnering Toolkit </li></ul><ul><li>Partnering Toolboo...
Biting Your Tongue  1 0
<ul><li>Keep in Mind Your Ultimate Objective </li></ul><ul><ul><li>Patience </li></ul></ul><ul><li>Check Egos at the Door ...
Nuts & Bolts: Build & Maintain Successful Partnerships
 
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Nuts and Bolts: Build and Maintain Successful Partnerships

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A presentation by Doug Ahlers and Hal Roark of the Broadmoor project on building partnerships.

Published in: Economy & Finance, Technology
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Nuts and Bolts: Build and Maintain Successful Partnerships

  1. 1. Nuts & Bolts: Build & Maintain Successful Partnerships
  2. 2. <ul><li>A Relationship </li></ul><ul><li>Set-up for Mutual Benefit </li></ul><ul><li>Based on Mutual Trust and Respect </li></ul><ul><li>Reciprocal </li></ul><ul><ul><li>I do something for you, and in exchange, you do something for me </li></ul></ul><ul><li>Symmetrical </li></ul><ul><ul><li>Evenly balanced relationship (equals) </li></ul></ul><ul><li>Win-Win Dynamic </li></ul><ul><ul><li>Net positive on both sides </li></ul></ul><ul><li>Cost to Either Partner Does Not Outweigh the Benefit </li></ul><ul><li>Each Side Open, Honest and Accountable </li></ul>Definition of Partnership
  3. 3. Partnership Strategy 1
  4. 4. 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
  5. 5. Define & Communicate Vision and Needs 2
  6. 6. <ul><li>People Join Partnerships Aligned with Their Vision </li></ul><ul><li>Define needs in order to Connect with Partners </li></ul><ul><li>Create a Neighborhood Plan </li></ul><ul><ul><li>MS-Word, Acrobat, CD Burner (NPN) </li></ul></ul><ul><li>Create an Executive Summary & Give away like candy </li></ul><ul><ul><li>Customize the plan to match the partner </li></ul></ul><ul><li>Recognize: you are the product that you are selling! </li></ul><ul><ul><li>Sell yourself & your neighborhood/organization’s story </li></ul></ul><ul><ul><li>Create and control your own recovery narrative </li></ul></ul>Define and Communicate Your Vision & Needs
  7. 7. Building a Partnership is a Form of Sales 3
  8. 8. <ul><li>It’s a Numbers Game (The Sales Funnel) </li></ul><ul><li>Know your Conversion Rate & Network Accordingly </li></ul><ul><li>Understand the Pareto Principle </li></ul><ul><ul><li>20% of the population generates 80% of the results </li></ul></ul><ul><li>Don’t Judge a Book by it’s Cover </li></ul><ul><ul><li>You never know who is an eventual partner or a friend of a partner </li></ul></ul><ul><li>Accept Long Lead Times </li></ul><ul><ul><li>Planting the seeds for next year’s harvest </li></ul></ul>Principles of Successful Sales
  9. 9. <ul><li>Only 50% of Your Marketing Will Work (but you never know which 50%!) </li></ul><ul><li>Start Your Marketing Immediately </li></ul><ul><ul><li>Not when it is perfect </li></ul></ul><ul><li>Ask for the Sale </li></ul><ul><ul><li>Explicitly ask for the help you need </li></ul></ul><ul><li>Never Cut Your Marketing/Sales Budget </li></ul><ul><li>Map the Organization (Triangulate) </li></ul><ul><li>Follow-up! </li></ul>Principles of Successful Sales
  10. 10. Identifying Good Partners 4
  11. 11. <ul><li>A Bad Partner is Worse Than No Partner </li></ul><ul><ul><li>Don’t jump into a partnership just because they will partner </li></ul></ul><ul><li>You Must Share the Same Vision & Values </li></ul><ul><li>Personalities Must Mesh </li></ul><ul><li>You Are In It Together, Now </li></ul><ul><ul><li>Need to Be Able to be Honest and Open with Each Other </li></ul></ul><ul><li>Respect Each Other as Equals </li></ul><ul><ul><li>Each has their expertise, but overall act as equals </li></ul></ul><ul><ul><li>(balance of power) </li></ul></ul><ul><li>Agree Upon Goals </li></ul>How to Identify a Good Partner
  12. 12. Creating the Win-Win 5
  13. 13. <ul><li>Always Be Looking For the Win for Your Partner </li></ul><ul><ul><li>Put Yourself In Their Shoes </li></ul></ul><ul><li>Learn Their Business, Organization & Culture </li></ul><ul><li>Make Your Partner a Hero </li></ul><ul><li>Look For The Win-Win-Win </li></ul><ul><ul><li>{A to B}, {A to C}, {C to D}, {D to B} </li></ul></ul>Creating The Win-Win
  14. 14. The Role of Brokers 6
  15. 15. <ul><li>Definition of a Broker: </li></ul><ul><ul><li>Someone Internal or External </li></ul></ul><ul><ul><li>Draws partners together </li></ul></ul><ul><ul><li>Nurtures, develops, maintains & holds the partnership together </li></ul></ul><ul><li>Model is Used in Ad Agencies & Consulting Firms </li></ul><ul><ul><li>Account Manager, Client Services, etc. </li></ul></ul><ul><li>Broker Bridges Needs Using Common Language (Connect the Dots) </li></ul><ul><li>A Good Broker is a: </li></ul><ul><ul><li>Diplomat, Facilitator, Listener </li></ul></ul><ul><ul><li>Strategist, Entrepreneur, Networker </li></ul></ul><ul><ul><li>Optimist, Humble/Modest (not a limelight seeker) </li></ul></ul><ul><li>Brokering Probably Exists Within Your Organization/Community </li></ul><ul><li>All About Social Networking and Social Connections (6 Degrees of Separation) </li></ul><ul><li>When Finding Brokers Look for “Influencers” (those with large networks) </li></ul><ul><li>All Partners are Local (1-3 degrees of separation) </li></ul>The Role of Brokers
  16. 16. Maintaining Partnerships 7
  17. 17. <ul><li>Account Management / Client Service </li></ul><ul><ul><li>Entire profession devoted to the are of maintaining partnerships </li></ul></ul><ul><li>Client Love </li></ul><ul><li>Partner Loyalty (Take a Bullet) </li></ul><ul><li>Friendship </li></ul><ul><li>F.O.A </li></ul><ul><li>Structured Status Reports </li></ul><ul><ul><li>Meeting Notes / Contact Report </li></ul></ul><ul><ul><li>Proactively Share Metrics & Outcomes </li></ul></ul><ul><li>Brokering Links to Other Contacts </li></ul><ul><li>Celebrating Small Successes </li></ul>Maintaining Partnerships
  18. 18. Building Partnerships When You Have Limited Resources 8
  19. 19. <ul><li>You May Have More Resources Than You Think </li></ul><ul><ul><li>Dirt </li></ul></ul><ul><ul><li>Brand </li></ul></ul><ul><ul><li>Clients (Residents, Audience, Customers) </li></ul></ul><ul><ul><li>Access to other partners in the network </li></ul></ul><ul><li>Partnership as a Form of Outsourcing </li></ul><ul><li>Partnerships as a Way of Staffing </li></ul>Working With Limited Resources
  20. 20. Partnership Tools 9
  21. 21. <ul><li>MOU </li></ul><ul><li>International Business Leaders Forum Partnering Toolkit </li></ul><ul><li>Partnering Toolbook Collection (IBLF) </li></ul><ul><li>http:/thepartneringinitiative.org/mainpages/tb/toolbooks/ </li></ul>Partnership Tools
  22. 22. Biting Your Tongue 1 0
  23. 23. <ul><li>Keep in Mind Your Ultimate Objective </li></ul><ul><ul><li>Patience </li></ul></ul><ul><li>Check Egos at the Door </li></ul><ul><li>Never Air the Dirty Laundry in Public </li></ul><ul><ul><li>Discuss problems with partner in private </li></ul></ul><ul><li>Take a Bullet </li></ul><ul><ul><li>Account Management Concept </li></ul></ul>How & When to Bite Your Tongue
  24. 24. Nuts & Bolts: Build & Maintain Successful Partnerships
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