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Formulating Strategic & Operational Partnerships

Miguel Garcia &

Rachel Kubicki

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Miguel Garcia

Education

  • University of Southern California., B.A. Psychology & Religion
  • University of Chicago, M.A. Economics
  • RAND Graduate School (RAND Corp.), PhD Public Policy Studies

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Experience

  • Ford Foundation - Program Officer/Assistant Director for Community and Resource Development
  • USTA Foundation - Senior Consultant & Architect for the NJTL Capacity Building Program (2015 - 2020)
  • Portland Tennis & Education (PT&E) - Managing Director

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Rachel Kubicki

Education

  • Purdue University, B.A. Communications
  • St. Edward’s University, MBA

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Experience

  • Mithoff Advertising
  • Sun Bowl Association
  • Sicola Martin Advertising
  • Lance Armstrong Foundation/LIVESTRONG
  • ACG, Inc.
  • Hanger Foundation

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What are the qualities of a great partnership?

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Agenda

  1. Partner retention and growth
  2. Clarify your vision and goals
  3. Understand the partner landscape
  4. Maintain and support the relationships
  5. Tools for mobilizing partners
  6. What does your CTA bring to the table

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Partner Retention & Growth

  • Who are your current partners?
  • What are the benefits and challenges of the partnerships?
  • How did the partnerships start and how have they evolved?
  • Are they still serving an organizational goal or purpose?
  • How are these relationships managed and stewarded?

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Clarify your vision and goals

  • What is the organization vision?
  • What are the largest challenges?
  • What are the biggest goals?
  • What are the priorities?
  • Which of these could be influenced through a meaningful partnership?

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Understand the Partner Landscape

  • What are the usual partner suspects?
  • What are all of the different types of partners you could consider?
  • Choosing the right partner is critical!

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When you break down all the fluff, there are two ways to promote and market your organization: dumber, slower, and expensive – or smarter, faster, and cheaper.

David Siteman Garland

Host of The Rise to the Top

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Maintain & Support the Relationships

  • Develop a stewardship plan
  • Identify a relationship ‘owner’
  • Seek out opportunities for ‘surprise & delight’
  • Keep your partner involved! Invitations, community insights, feedback opportunities, and more!
  • Annual supporter impact reports and activations
  • Provide opportunities for networking

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Start with a ‘Warm-Up’

  • Try to identify short-term or simple partnership opportunities to capture immediately
  • Take time learning about each other’s goals, challenges, internal operations, timing and schedules…
  • Create a feedback loop and demonstrate the ability to adapt and learn
  • Capture big ideas and plans and discuss timing

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For-Profit Motivation to Partner? WIFT?

  • Reputation & Brand Recognition - Align with your Organization or Cause

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  • Positive Media Coverage at a Low Cost

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  • Sense of Well Being for Employees - Altruism & Health

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  • Product & Service Improvements - Understanding Emerging Markets

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  • Professional Development for Employees - Sharpen Skills/Responsibilities

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Tools for Mobilizing Potential Business Partners

  • Fundraisers

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  • Event Sponsorships

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  • Employee Volunteer Programs

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  • Corporate Donations Program

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  • Cause Related Marketing

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  • Social Enterprises

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  • Speak at Events to Raise Brand Awareness

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  • Innovative Case Study: Youth Tennis Advantage (Bay Area)

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What Does Your CTA Bring To The Table?

  • What assets does your organization have to offer a potential partner?
  • What is your partner value proposition?
  • Are there assets you have not considered leveraging in the past?�

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Partnership Templates & Resources

  • Non-disclosure agreement
  • Memo of Understanding
  • Letter of Intent
  • Partnership agreement
  • Kickoff presentation
  • Press release
  • Partnership examples

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Change

Lose

Keep

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Questions & Answers

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Action Items

  • Partner retention and growth
  • Clarify your vision and goals
  • Understand the partner landscape
  • Maintain and support the relationships
  • Tools for mobilizing partners
  • What does your CTA bring to the table

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Contact Information

Rachel Kubicki

www.acgworks.com

512.884-7667

rachel@acgworks.com

linkedin.com/in/rachelkubicki

Miguel Garcia

garcmag@gmail.com

(832) 527-6984

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