Strategic Partnerships: Maximizing Cross-Sector Relationships

Fundraising Corporate Social Engagement Digital Research and Analytics New York | Atlanta | Boston | Washington, D.C. | London

Presented by: DeShele Dorsey, Changing Our World

Special guests: Bernard J. Milano, KPMG Foundation

Jill Bramble, National 4-H Council

March 29, 2012

1:00 – 2:00 p.m. EST

Strategic Partnerships: Unlocking the Keys to Maximizing Cross-Sector Relationships

The expertise to do it right. The passion to see it through.

ChangingOurWorld.com Fundraising Corporate Social Engagement Digital Research and Analytics

Introductions

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DeShele Dorsey

Senior Managing Director,

Corporate Social Engagement,

Changing Our World

Bernard J. Milano

President and Trustee,

KPMG Foundation; KPMG Disaster Relief Fund; PhD Project

Jill Bramble

Senior Vice Present and

Chief Development Officer,

National 4-H Council

http://www.changingourworld.com/homelink



Objectives

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• Review strategic partnership trends and the implications for cross-sector relationships

• Explore key strategies for developing and stewarding partnerships

• Share tips and insights on how to build and sustain strategic partnerships, including how to overcome pitfalls

• Review case examples to underscore best practices



What are strategic partnerships?

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Purposefully designed and structured collaborations between organizations to effectively leverage and combine their individual resources to facilitate a solutions-driven approach to addressing a societal challenge

• A philanthropic or transactional resource exchange

• An integrative relationship that has major strategic value for all interested parties

IT IS NOT:

IT IS:



How have partnership models evolved?

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Older Models

• Many broad relationships with diversity of institutions

• Primarily driven by cash exchange

• Generally favored nonprofit’s interests

• Arm’s length relationships

• Garnered intangible benefits for the donor

• Minimal reporting required

Newer Models

• Selective engagement with fewer institutions

• Vested commitment to the relationship

• Mutual accountability for shared goals

• Multiple touch points across organizations

• Greater emphasis on results and outcomes

Examining the shift through the lens of corporate philanthropy:



What has and will continue to drive the evolution?

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• Narrowed focus of corporate philanthropy platforms

• Increased alignment between commercial interests and corporate responsibility

• Complexity of social issues

• Perspectives and expectations of multiple stakeholders

• Globalization and technology

• Shifts in the “digital divide”

• Opportunities in emerging markets

• Competition for resources and talent

• Availability of new “giving”/finance models



Polling Question 1

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Which of the following do you believe will have the greatest influence on the future of strategic partnerships for your organization?

• Changing philanthropic landscape

• Complexity of social issues

• Demands of multiple stakeholders

• Competition for resources and talent

• Capacity for measurement and evaluation



Steps for successful partnership development

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Preparation

Alignment

Cultivation

Stewardship

Performance

Review

Refinement

Partnership Development

Cycle



Steps for successful partnership development

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Preparation

Alignment

Cultivation

• Define business case

• Understand available resources and capacity

• Secure internal support

• Conduct partner identification and vetting

• Narrow options by determining “strategic fit”

• Engage in exploratory discussions about the possibilities

• Determine common interests

• Agree on partnership goals

• Align implementation strategy with goals

• Establish partnership protocols and procedures

• Communicate partnerships goals to stakeholders



Partner prospecting check-lists

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Key strategies for a successful partnership

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Stewardship

Performance

Review

Refinement

• Connect regularly to discuss milestones

• Be active and thoughtful in relationship management

• Communicate important information quickly

• Create opportunities to strengthen connections

• Summarize accomplishments

• Compare and contrast results

• Discuss challenges and opportunities

• Determine if and how the relationship will move forward

• Use data to inform partnerships adjustments

• Confirm agreement on future goals



Possible pitfalls in strategic partnerships

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• Failure to apply lessons learned to future efforts

• Avoiding potential conflicts and misunderstandings

• Making demands that create partnership stress

• Failing to respect boundaries and decisions



Polling Question 2

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What has been your greatest barrier to success in maintaining strategic partnerships?

• Miscommunication

• Competing priorities

• Resource constraints

• Goal clarity

• Culture clashes

• Limited relationship management

Case Studies

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• Building pipeline of minority business school graduates

• Since inception, more than tripled # of professors in U.S. business schools from 294 to 1,120

• 370+ currently enrolled in programs

• Strengthening high school accounting education at NAF’s finance academies nationwide

• KPMG professionals inject industry relevance into the classroom

• PhD Project professors provide professional guidance to NAF’s accounting curriculum and mentoring to students

Providing support and direction to a number of initiatives which have greatly impacted business higher education. Key partnerships include:

KPMG Foundation



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Leading the global expansion of SIFE and working at the nexus of corporations and universities to enhance the organization’s international reach

Investments

Employee Engagement

Business Impact

Social Impact

• Began with $50,000 in 1997

• Today, KPMG Foundation and KPMG International member firms provide more than $750,000 annually

• Employees serve on SIFE teams business advisory board

• Partners serve on country board of directors

• Senior partners serve on worldwide board of directors

• SIFE currently in 49 countries worldwide

• Engaging thousands of future leaders to create a better, more sustainable world through business

• Builds employee brand with university students worldwide

• Advances client relationships and business development

Students In Free Enterprise



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When seeking to partner with a corporation, remember it is important to:

• Keep the company’s current and future business goals and core competencies

in mind

• Avoid mission creep – stay true to your organizational priorities

• Manage expectations for all facets of the relationship

• Communicate truthfully about your organization’s ability and capacity – under promise and over deliver!

Tips for success


ChangingOurWorld.com Fundraising Corporate Social Engagement Digital Research and Analytics 18

Strategic partnerships with 4-H

1. Focusing on Issues

2. Operating at Scale

3. Engaging Employees & Consumers

4. Going Deeper with Fewer Partners

5. Aligning with CSR Platform

6. Investing in Impact



Toyota + 4H = Impact

• Math & Science

• K-12 Education

• Environment

• Plant Communities

• Diverse Populations

• Strengthening Platform

• “1 Million New Scientists” campaign

• Data shows 4-H’ers excelled in science

• Grassroots infrastructure

• National reach

• New curriculum



4-H2O sponsored by Toyota

Toyota supports 4-H2O, a program focusing on water. In 2010, 4-H2O resulted in 120 million gallons of water saved through the state programs alone.

Gift Impact:

• 4-H2O Community Projects reached more than 46,000 youth in at least 42 communities

• In 2010, 27,000 future scientists participated in 4-H2O Community Projects



Tips for success: provide quantifiable value

Value Driver Corporate Partner’s Business Goal 4-H’s Impact

Growth

• Access to customers • Increased brand loyalty

• 4-H Afterschool scholarships and gift card program drove customers to JCPenney stores

• Access to new customers • Increased store traffic during point of purchase program

Return on Capital

• Strengthen relationships with current customers

• 10,000 4-H volunteers reached in 50 states

Risk Management

• Achieve water neutrality company-wide

• Aggregating gallons of water saved through 4-H projects in key markets (approx 50M gallons saved)

Management Quality

• Strengthen employee morale and retention

• Employees from 5 Toyota plants volunteered with 65,000 4-H’ers in local community water projects

Q & A

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Thank you For additional information, please contact: DeShele Dorsey, Senior Managing Director Corporate Social Engagement, Changing Our World 404.935.7161 | [email protected] www.linkedin/in/desheledorsey

Strategic Partnerships: Maximizing Cross-Sector Relationships

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