Great ideas, innovation, and sustainable solutions are what we all hope for when corporations and nonprofits come together to achieve a goal. The results of high quality partnerships can be powerful, yet the hard work required to discover and effectively maximize the strengths of each organization requires creativity, discipline, and commitment. Are you looking for new insights on how to build and sustain strategic partnerships? Do you want to better equip your organization to face potential partnership obstacles?

1. Strategic Partnerships: Unlocking the Keys to
Maximizing Cross-Sector Relationships
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
Fundraising  Corporate Social Engagement  Digital  Research and Analytics New York | Atlanta | Boston | Washington, D.C. | London

2. The expertise to do it right.
The passion to see it through.
Introductions
DeShele Dorsey Bernard J. Milano Jill Bramble
Senior Managing Director, President and Trustee, Senior Vice Present and
Corporate Social KPMG Foundation; KPMG Chief Development Officer,
Engagement, Disaster Relief Fund; PhD National 4-H Council
Changing Our World Project
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3. The expertise to do it right.
The passion to see it through.
Objectives
• 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
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4. The expertise to do it right.
The passion to see it through.
What are strategic partnerships?
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
IT IS NOT:
resource exchange
• An integrative relationship that has
IT IS: major strategic value for all
interested parties
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5. The expertise to do it right.
The passion to see it through.
How have partnership models evolved?
Examining the shift through the lens of corporate philanthropy:
Older Models Newer Models
• Many broad relationships with • Selective engagement with fewer
diversity of institutions institutions
• Primarily driven by cash • Vested commitment to the
exchange relationship
• Generally favored nonprofit’s • Mutual accountability for shared
interests goals
• Arm’s length relationships • Multiple touch points across
• Garnered intangible benefits for organizations
the donor • Greater emphasis on results and
• Minimal reporting required outcomes
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6. The expertise to do it right.
The passion to see it through.
What has and will continue to drive the evolution?
• 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
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7. The expertise to do it right.
The passion to see it through.
Polling Question 1
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
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8. The expertise to do it right.
The passion to see it through.
Steps for successful partnership development
Preparation
Refinement Alignment
Partnership
Development
Cycle
Performance
Cultivation
Review
Stewardship
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9. The expertise to do it right.
The passion to see it through.
Steps for successful partnership development
• Define business case
Preparation • Understand available resources and capacity
• Secure internal support
• Conduct partner identification and vetting
• Narrow options by determining “strategic fit”
Alignment
• Engage in exploratory discussions about the possibilities
• Determine common interests
• Agree on partnership goals
Cultivation
• Align implementation strategy with goals
• Establish partnership protocols and procedures
• Communicate partnerships goals to stakeholders
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10. The expertise to do it right.
The passion to see it through.
Partner prospecting check-lists
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11. The expertise to do it right.
The passion to see it through.
Key strategies for a successful partnership
• Connect regularly to discuss milestones
• Be active and thoughtful in relationship management
Stewardship
• Communicate important information quickly
• Create opportunities to strengthen connections
• Summarize accomplishments
Performance
Review • Compare and contrast results
• Discuss challenges and opportunities
• Determine if and how the relationship will move forward
Refinement
• Use data to inform partnerships adjustments
• Confirm agreement on future goals
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12. The expertise to do it right.
The passion to see it through.
Possible pitfalls in strategic partnerships
• 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
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13. The expertise to do it right.
The passion to see it through.
Polling Question 2
What has been your greatest barrier to success in maintaining
strategic partnerships?
• Miscommunication
• Competing priorities
• Resource constraints
• Goal clarity
• Culture clashes
• Limited relationship management
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14. Case Studies
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15. The expertise to do it right.
The passion to see it through.
KPMG Foundation
Providing support and direction to a number of initiatives which have greatly
impacted business higher education. Key partnerships include:
• 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
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16. The expertise to do it right.
The passion to see it through.
Students In Free Enterprise
Leading the global expansion of SIFE and working at the nexus of corporations and
universities to enhance the organization’s international reach
• Began with $50,000 in 1997
Investments
• Today, KPMG Foundation and KPMG International member
firms provide more than $750,000 annually
Employee • Employees serve on SIFE teams business advisory board
Engagement • Partners serve on country board of directors
• Senior partners serve on worldwide board of directors
Business • Builds employee brand with university students worldwide
Impact • Advances client relationships and business development
Social • SIFE currently in 49 countries worldwide
Impact • Engaging thousands of future leaders to create a
better, more sustainable world through business
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17. The expertise to do it right.
The passion to see it through.
Tips for success
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!
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18. The expertise to do it right.
The passion to see it through.
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
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19. The expertise to do it right.
The passion to see it through.
Toyota + 4H = Impact
• Math & Science • “1 Million New Scientists”
• K-12 Education campaign
• Environment • Data shows 4-H’ers excelled in
• Plant Communities science
• Diverse Populations • Grassroots infrastructure
• Strengthening Platform • National reach
• New curriculum
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20. The expertise to do it right.
The passion to see it through.
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
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21. The expertise to do it right.
The passion to see it through.
Tips for success: provide quantifiable value
Value Driver Corporate Partner’s Business Goal 4-H’s Impact
• Access to customers • 4-H Afterschool scholarships and
• Increased brand loyalty gift card program drove
customers to JCPenney stores
Growth
• Access to new customers • Increased store traffic during
point of purchase program
• Strengthen relationships • 10,000 4-H volunteers reached in
Return on Capital with current customers 50 states
• Achieve water neutrality • Aggregating gallons of water
Risk company-wide saved through 4-H projects in key
Management markets (approx 50M gallons saved)
• Strengthen employee • Employees from 5 Toyota plants
Management morale and retention volunteered with 65,000 4-H’ers
Quality in local community water projects
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22. Q&A
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23. Thank you
For additional information, please contact:
DeShele Dorsey, Senior Managing Director
Corporate Social Engagement, Changing Our World
404.935.7161 | ddorsey@changingourworld.com
www.linkedin/in/desheledorsey