Partnerships ONE INDUSTRY… ONE CAUSE · 80% of what a child learns is processed through their...

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Partnerships ONE INDUSTRY… ONE CAUSE Leigh Cleave FFIA CFRE Global Director of Development Optometry Giving Sight Fundraising Director Brien Holden Vision Institute Foundation

Transcript of Partnerships ONE INDUSTRY… ONE CAUSE · 80% of what a child learns is processed through their...

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PartnershipsONE INDUSTRY… ONE CAUSE

Leigh Cleave FFIA CFREGlobal Director of Development Optometry Giving Sight

Fundraising Director Brien Holden Vision Institute Foundation

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Optometry Giving Sight is a global fundraising initiative that raises funds from the optometric community for sustainable eye care services for people who are unnecessarily blind or

vision impaired due to uncorrected refractive error.

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Vision 2020:The Right to Sight

A world in which nobody is needlessly visually impaired, where those with unavoidable vision loss can achieve their full potential

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More than 1.22 billion people are unnecessarily blind or vision impaired due to refractive error – so simply because they don't have access to an eye examination

and a pair of glasses.

90% of avoidable blindness occurs in the developing world

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80% of what a child learns is processed through their visual system.When it comes to visual impairment in children aged 5 -15, an estimated

12.8 million cases are due to uncorrected or inadequately corrected refractiveerrors, which can easily be corrected with …

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The Founders

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Professor Brien A. Holden OAM1942 - 2015

Brien who?

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2003 – what a year!

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….donations to Optometry Giving Sight help fund the solution

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We have a Member Motivator funding model1

1 Stanford Social Innovation Review: Ten Nonprofit Funding Models

Funding motivation: Collective interest

Most of the benefits have a group orientation (for example, religious services or hiking), creating an inherent collective community to tap into for fundraising.

Fundraising tools: Membership, Fees, Special events, Major gifts, Direct mail

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“Charity of Choice” for the Global Optical Industry

One industry =

Global =

No exclusivity =

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Corporate Partnerships =Marriage

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Identification - Cultivation - Solicitation - Stewardship

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Identification

Small town means no secrets!

Benefits• Backing of the industry leaders• Automatic synergy• Expectations are set• Global network• Relatively safe industry• Gatekeeper is not often in CSR

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Identification

Small town means no secrets!

Challenges• Easy to forgo due diligence• Language, culture and currency differences• Influence• Partner choices affected by industry opinions• Whole industry can be affected by external change• Founders ….can be forgotten

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Cultivation

Benefits• Close-knit industry• Strong brand recognition & credibility• Close to the cause• Speak the lingo• Strongly aligned objectives• Expectations• Become part of a club

When your partner gets along too well with your

parents

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Cultivation

Challenges• Competing objectives of stakeholders• Relationship development• Preconceptions• Industry politics• Global committees• Logistics• CSR looking outside of industry• Lack of localised projects

When your partner gets along too well with your

parents

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Solicitation

Benefits• Agree partnerships terms• Sign MOU• Trust with deliverables• Global programs• Easy access to industry

publications and ad space

Don’t forget the pre-nup!

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Solicitation

Challenges• Offering unique benefits• Specified fund management• Finance: Taxation and currency

exchanges• Optometrists move around• Partner too close to the program • Global consistency

Don’t forget the pre-nup!

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You throw a big party

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Stewardship

Benefits• Industry experts value work• Longstanding partnerships with leaders• Speaking the same language

Challenges• Making the work seem exciting• Content: head vs heart• Geography & budget• Experts• Not a service provider - fundraising

middleman• Confusion implementing partners• Membership Motivator - retirement

How to say those three words

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Keeping the romance alive

Renewal

Benefits• Partnership likely to roll over

Challenges• Asking for more• Industry growth• Emotion • Ambition

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Current state: Corporate Partnerships

• International Development - Corporate support –stagnant or going down: Australia = down by 11%

• No longer happy with unrestricted support• Growing expectations of support for corporates – resourcing Corporate

Program• Rise & rise of CSR - Key contacts were typically execs/presidents• Company mergers: Essilor taking over Luxottica, means market gets smaller• Companies start their own foundation – OneSight• Employee engagement is challenging – international projects• Funders want more of a say in the service delivery

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Secrets to a good marriage…partnership…trust

• Communication ….listen & share• Plan and dream … together• Commit…… to best practice• Don’t rely on assumptions – need due diligence!• Respect • Work out your value proposition• Stop and take some time out

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Business Model Canvas (BMC)Alex Osterwalder & Yves Pigneur

Angela Cluff & Bernard Ross The Management Centre UK

• Key partners• Key Activities• Key Resources• Value Proposition• Customer Relationships• Distribution Channels• Customer Segments• Cost• Revenues

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managementcentre.co.uk

• Developing a Business Model Canvas• Defining your value proposition

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Future state

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