Cindy Hogan/Camille Thompson, Christian Living Communities - Presenters at the 2012 Long-Term Care CXO Summit, held in Florida, delivered their presentation entitled Supporting Successful Vendor Partnerships

1. Supporting Successful
Vendor Partnerships
Christian Living Communities ministers to senior adults through a continuum of
services and care that reflects Christian love, respect and compassion, and that
enriches the quality and dignity of life for each individual.

2. C C c g ou d
CLC Background
• Our history
• Milestones
• Important Partnerships
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3. Partners That Do Not Match

4. Choosing Your Dance Partner: Forming successful
partnerships from the b i i
t hi f th beginning
• Not all vendors become partners
•S
Some vendors are a one-time dance
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• Reserve partnership for those who earn it

5. Distinctions Between
Vendors and P t
V d d Partners
Vendors Partners
Transactional Focus on service over the long term
Sell a product or service Seek to understand and craft solutions
When does a vendor become a partner?

6. Vendor/Partner Continuum
Cooperation Coordination Collaboration
Vendor Friendor Partner
- Initial Transaction - Joint Outcomes - Shared Visioning
- Contracting - Metric Building - Mutual Expectations
- Customer Expectations - Mutual Education - Integrated Strategy
High Degree
of Collaboration
f C ll b i
Degrees of Mutual Involvement Increase
Trust Intensity/Scope
Low Degree Strategic Linkages Time/Duration
of Collaboration Proactive Communication Business Transparency
Mission/Vision/Values

7. Partnership in Dining
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8. Moving Together

9. Staying in Step: How to align the partnership successfully
through mission, values and culture
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• The transaction stage – moving beyond the first dance
• Examining mission, values and culture
• “Can we work together successfully over the long
term?”
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10. Mission is Sacred

11. Cu u e s U que
Culture is Unique

12. Co bo
Collaboration Cu u e
o Culture
Actualit
y
Collaboration Control
Personal Impersonal
Cultivation Competence
Possibility
Adapted from Corporate
Development Group

13. Partnership in Sales and Marketing

14. Helping Each Other Up

15. New Choreography: Remaining successful through
change
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• Downturn in 2008
• Requirement of new directions and skills
• Scenario planning

16. Keys to the Future
• Home Delivery Services
• Technology
• Greater Fundraising Capacity
• Products for Moderate Income Seniors
• Partnerships

17. Partnership in the Changing Landscape
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18. Developing Partnerships
eve op g e s ps
• Practicing Transparency
• Energy Exchange Development
• Partners Identified

19. Questions?