Step 7: Develop Effective Partnerships

Purpose: To Identify opportunities for partnerships and to create a list of organization, foundations and businesses with which to pursue relationships.

a. Create a list of potential partners for specific projects and target the best opportunities.

Groups to consider include

• Your schools,
• Post secondary institutions,
• Major manufactures or business concerns: restaurants, travel agencies, data services, police
• Local businesses organizations,
• Specific government agencies,
• Religious institution,
• Community-based organization, foundations, and civic clubs,
• Local or regional telecommunications providers

Take the time to research these organizations and businesses to determine joint interests as well as potential conflicts. What are their services? Who is their target audience? Do they currently work with other organization on projects? Try to find out as much as you can about each potential partner.

Think outside the box. If you could partner with any organization, business or nonprofit, which would you choose and why? At the same time, a good, short list of active partners is better than a long inactive list.

b. Think of benefits that you can offer partners

Do the brainstorming about what CAP can offer potential partners. Be creative: you have more to offer other organization than you think.

c. Prepare an information sheet on your CAP site and ways in which partners can be involved.

The simple overview should be no more than two pages. It should include information about CAP site program, a small number of statistics on your communityÂ’s access to computers and how many people use the computers and a list of ways in which partners can help.

d. Find a contact person at the organization, foundation or business and meet with that person whenever possible.

Meeting in person is time-consuming, but has many benefits. By meeting face-to-face, you will be able to communicate your key message points more effectively and get the potential partner excited about working with you. While you may not have time to meet with every company or organization on your list, try to meet with your top choices.

e. Follow up, follow up and follow up

It is essential that you follow up after each contact with a potential partner. Do not wait for them to call you back. The more you follow up, the more successful your partnerships will be.

Your first follow-up should be in the form of a thank-you letter after you have met with or spoken to a potential partner.

f. Create a simple letter of agreement.

After a partner says “yes”, create a simple letter that outlines what both sides agree to do. While not legally binding, this will be a good tool to summarize the responsibilities of each partner. Keep this letter as a reference in case your contact at the organization or business changes.

g. Take rejection graciously

If a potential partner says” No”, you should still thank the contact for his or her time and continue to keep that organization informed about your activities. You never know when another opportunity might present itself. And remember, a rejection is directed to your project rather than to you personally.

h. Tips for successful partnerships:

• Remember that you are presenting organization, foundation and business with an opportunity. Explain how the partnership will demonstrate good corporate citizenship and generate community goodwill

• Passion and commitment sell. If you are enthusiastic about the opportunity to work with others, it will come across when approach them

• Be concise. Keep your initial conversation short and to the point. Organizations, foundations and business what to know the basics: who you are, what you want, what it will cost them and what they will get in return.

• Start small and build your relationship. The important thing is to convince the potential partner to take a first step, no matter how small, toward supporting your cause.

• Forming partnerships takes time. Start early! It is not unusual for months of calls and information exchange to take place before an organization, foundation or business gives you the green light for involvement. Each has its unique decision-making process and cycle. Your patience and persistence will pay off.