CORPORATE PARTNERS

building a successful partnership management program

Corporate Relations Rochester Institute of Technology

PARTNERSHIP MANAGEMENTPARTNERSHIP MANAGEMENT

Our mission is to qualify, cultivate and sustain mutually beneficial strategic partnerships

Qualify

cultivate

sustain

Mission

MissionMission

WHAT ISWHAT IS

ResearchResearch

DevelopmentDevelopment

Student Student Co-ops Co-ops

& New Hires& New Hires

AlumnAlumnii

TrusteesTrusteesCollegeCollegeActivitiActiviti

eses

PurchasingPurchasing

ContinuingContinuingEducation/Education/TrainingTraining

PARTNERPARTNER

PARTNERSHIP?PARTNERSHIP?

First Goal OF pARTNERSHIPFirst Goal OF pARTNERSHIP– develop a more customer oriented partnership approach

Partners Interface with RIT on multiple levels, creating mutually beneficial rELATIONSHIPS

Second Goal OF pARTNERSHIPSecond Goal OF pARTNERSHIP– seamless interaction with

partners, – single point of contact

PARTNERSHIP MANAGEMENTPARTNERSHIP MANAGEMENT

WHAT ISWHAT IS

ResearchResearch

DevelopmDevelopmentent

Student Student Co-ops Co-ops

& New Hires& New Hires

AlumnAlumnii

TrusteesTrusteesCollegeCollegeActivitiActiviti

eses

PurchasingPurchasing

ContinuingContinuingEducation/Education/TrainingTraining

PARTNERPARTNER

PARTNERSHIP?PARTNERSHIP?

Corporate Corporate

RelationsRelations

partnerpartner

Single Contact

Third Goal of PartnershipThird Goal of Partnership– identify strategic partners, engage

them, measure the results

WHAT ISWHAT IS

PARTNERSHIP?PARTNERSHIP?

•Career Fairs•Interviews & Hires•Co-Op Activity•Guest Speakers•Faculty Consulting

•Advisory Boards•Student Projects•Sponsored Research•Faculty Exchange•Gifts and In-Kind

•Collaborative programs•Major Gifts •Executive Sponsor•Board of Trustees•Multiyear partnership plan

Early EngagementTier 3

Supporting PartnerTier 2

Strategic PartnerTier 1

Overall Goal:Overall Goal:move partners frommove partners from SupportingSupporting toto

StrategicStrategic partnership levelpartnership level

•Career Fairs•Interviews & Hires•Co-Ops•Guest Speakers•Faculty Consulting

Partnership continuumPartnership continuum

•Advisory Boards•Student Projects•Grants & Contracts•Faculty Exchange•Gifts and In-Kind•Career Fairs•Interviews & Hires•Co-Ops•Guest Speakers•Faculty Consulting

Establishing MetricsEstablishing Metrics

Corporation

Gift Contributi

ons

ResearchContributi

ons

Total Contributi

onsCo-ops

Alums

Tier

CORP. A

CORP. B

CORP. C

$150,000

$3,500,000

$1,500,000

$8,500,000

$1,000,000

$1,500,000

$8,650,000

$4,500,000

$3,000,000

110

40

25

265

60

50

1

2

3

$150,000

$3,000,000 25 50

$1,000,000

FIVE YEAR SNAPSHOTFIVE YEAR SNAPSHOT

Companies are assessed on weighted categories to determine the appropriate Partnership tier.

identifying strategic partnersidentifying strategic partners

• Mutual alignment of strategic direction and goals

• Have the potential to contribute across many dimensions of partner activities

• Have both a University and a company champion interested in developing a partnership

• Willingness to commit the resources for a strategic partnership on both sides!!!

Strategic Partnership ProcessStrategic Partnership Process

Identify Partnership Team

Partnership Partnership Lifecycle Stage 1Lifecycle Stage 1

Select Targeted Partners

Gather Data

partnership teampartnership team

•University–Must have a leader–Senior academic champion

• Deans, VP’s, department heads, etc.

–Key faculty–Representative staff from divisions with existing relationships

•Partner–University relations–Key alumni

• identified through corporate alumni chapters

–Company connected trustees

accountability accountability

is is

KEYKEY!!

Strategic Partnership ProcessStrategic Partnership Process

Develop Strategy

Carry Out

Actions

Measure and

Report

Identify partnership team

Set Objective

s

Partnership Partnership Lifecycle Stage 2Lifecycle Stage 2

Select Targeted Partners

Gather Data

What do Partners gain?What do Partners gain?

• Strategic partnership plan • Talent and Expertise in support of their

objectives:– Talent

• Early selection of students • Skilled employees as co-ops and new hires• Continuing employee education and training through

academic programs

– Expertise• Exposure to leading researchers and IP in relevant

fields• Access to facilities and programs of strategic value

to our partners

• Engagement: Advisory Boards & Board of Trustees

• Seamless interaction and single point of contact

What Does RIT gain?What Does RIT gain?

• Increased opportunities for:– Research– Student co-ops and other employment

opportunities– Curriculum development– Gifts – cash and in-kind

• Support for University’s Strategic Plan