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Transcript of C ORPORATE P ARTNERS building a successful partnership management program Corporate Relations R...
CORPORATE PARTNERS
building a successful partnership management program
Corporate Relations Rochester Institute of Technology
PARTNERSHIP MANAGEMENTPARTNERSHIP MANAGEMENT
Our mission is to qualify, cultivate and sustain mutually beneficial strategic partnerships
Qualify
cultivate
sustain
Mission
MissionMission
WHAT ISWHAT IS
ResearchResearch
DevelopmentDevelopment
Student Student Co-ops Co-ops
& New Hires& New Hires
AlumnAlumnii
TrusteesTrusteesCollegeCollegeActivitiActiviti
eses
PurchasingPurchasing
ContinuingContinuingEducation/Education/TrainingTraining
PARTNERPARTNER
PARTNERSHIP?PARTNERSHIP?
First Goal OF pARTNERSHIPFirst Goal OF pARTNERSHIP– develop a more customer oriented partnership approach
Partners Interface with RIT on multiple levels, creating mutually beneficial rELATIONSHIPS
Second Goal OF pARTNERSHIPSecond Goal OF pARTNERSHIP– seamless interaction with
partners, – single point of contact
PARTNERSHIP MANAGEMENTPARTNERSHIP MANAGEMENT
WHAT ISWHAT IS
ResearchResearch
DevelopmDevelopmentent
Student Student Co-ops Co-ops
& New Hires& New Hires
AlumnAlumnii
TrusteesTrusteesCollegeCollegeActivitiActiviti
eses
PurchasingPurchasing
ContinuingContinuingEducation/Education/TrainingTraining
PARTNERPARTNER
PARTNERSHIP?PARTNERSHIP?
Corporate Corporate
RelationsRelations
partnerpartner
Single Contact
Third Goal of PartnershipThird Goal of Partnership– identify strategic partners, engage
them, measure the results
WHAT ISWHAT IS
PARTNERSHIP?PARTNERSHIP?
•Career Fairs•Interviews & Hires•Co-Op Activity•Guest Speakers•Faculty Consulting
•Advisory Boards•Student Projects•Sponsored Research•Faculty Exchange•Gifts and In-Kind
•Collaborative programs•Major Gifts •Executive Sponsor•Board of Trustees•Multiyear partnership plan
Early EngagementTier 3
Supporting PartnerTier 2
Strategic PartnerTier 1
Overall Goal:Overall Goal:move partners frommove partners from SupportingSupporting toto
StrategicStrategic partnership levelpartnership level
•Career Fairs•Interviews & Hires•Co-Ops•Guest Speakers•Faculty Consulting
Partnership continuumPartnership continuum
•Advisory Boards•Student Projects•Grants & Contracts•Faculty Exchange•Gifts and In-Kind•Career Fairs•Interviews & Hires•Co-Ops•Guest Speakers•Faculty Consulting
Establishing MetricsEstablishing Metrics
Corporation
Gift Contributi
ons
ResearchContributi
ons
Total Contributi
onsCo-ops
Alums
Tier
CORP. A
CORP. B
CORP. C
$150,000
$3,500,000
$1,500,000
$8,500,000
$1,000,000
$1,500,000
$8,650,000
$4,500,000
$3,000,000
110
40
25
265
60
50
1
2
3
$150,000
$3,000,000 25 50
$1,000,000
FIVE YEAR SNAPSHOTFIVE YEAR SNAPSHOT
Companies are assessed on weighted categories to determine the appropriate Partnership tier.
identifying strategic partnersidentifying strategic partners
• Mutual alignment of strategic direction and goals
• Have the potential to contribute across many dimensions of partner activities
• Have both a University and a company champion interested in developing a partnership
• Willingness to commit the resources for a strategic partnership on both sides!!!
Strategic Partnership ProcessStrategic Partnership Process
Identify Partnership Team
Partnership Partnership Lifecycle Stage 1Lifecycle Stage 1
Select Targeted Partners
Gather Data
partnership teampartnership team
•University–Must have a leader–Senior academic champion
• Deans, VP’s, department heads, etc.
–Key faculty–Representative staff from divisions with existing relationships
•Partner–University relations–Key alumni
• identified through corporate alumni chapters
–Company connected trustees
accountability accountability
is is
KEYKEY!!
Strategic Partnership ProcessStrategic Partnership Process
Develop Strategy
Carry Out
Actions
Measure and
Report
Identify partnership team
Set Objective
s
Partnership Partnership Lifecycle Stage 2Lifecycle Stage 2
Select Targeted Partners
Gather Data
What do Partners gain?What do Partners gain?
• Strategic partnership plan • Talent and Expertise in support of their
objectives:– Talent
• Early selection of students • Skilled employees as co-ops and new hires• Continuing employee education and training through
academic programs
– Expertise• Exposure to leading researchers and IP in relevant
fields• Access to facilities and programs of strategic value
to our partners
• Engagement: Advisory Boards & Board of Trustees
• Seamless interaction and single point of contact
What Does RIT gain?What Does RIT gain?
• Increased opportunities for:– Research– Student co-ops and other employment
opportunities– Curriculum development– Gifts – cash and in-kind
• Support for University’s Strategic Plan