1. Philips McCarty, Good Scout Emily Rothberg, Emily Rothberg & Company Karen Wu, Perlman & Perlman LLPMaking Corporate Partnerships Work

2. Sustainability SummitBreakout Session:Making Corporate Partnerships WorkNovember 13, 2014 3. About UsWELCOME 4. About You 5. CROSS-SECTOR PARTNERSHIPS1.How many of you would rate the quality of your overall teaming partnerships with corporate America as closer to A+ (Awesome)? How many F as in (Failure) C (Okay)?1.What's one thing that drives you crazy about working with companies? It drives me crazy when companies/executives do __________.1.What's something you wish you understand about business, when it comes to working together? I wish I understood why they ____________.1.What one thing you wish companies would do less of, and instead, do more of? I wish they would do less ________ and, instead do more _________.1.For those of you who give A's or B's, please think of a company you've truly enjoyed working with and is a great partner? What are the keys to the success of that partnership? 6. Defining Corporate Partnerships 7. CORPORATE ALLIANCESCorporate Social ResponsibilityCorporate PhilanthropyCause Related MarketingStrategic Alliances 8. CORPORATE PARTNERSHIPMutually beneficial relationships between companies and nonprofit organizations. 9. WHATS TRENDING?Corporate Alliance & Cause Marketing TrendsLocal MarketRegional DivisionsNational LevelData DrivenCause AlliancesContentBranding & FundraisingEmployeeEngagementBundledAsksOne to One Relevancy 10. CORPORATE PARTNERSHIP MINDSET = EVOLVINGClassic ApproachLeading ApproachCharityInvestmentOrganizationsIssuesTransactionRelationshipOne-off/IsolatedAligned/IntegratedReactiveProactiveNeedsSolutions (ROI/Accountability)Short TermLong TermAssistancePartnership/EngagementValuesValue Creation 11. ENGAGE BUSINESS WHERE THE DRIVERS AREMarketplace DriversEnhance reputation and brand positioningBuild political capital & mitigate riskCreate and deepen relationships with buyers and third-party recommendersTalent DriversIncrease recruitment and retention of employeesDevelop business and leadership skills of employeesAdvance diversity and inclusion initiativesCorporate Culture ShiftCorporate Citizenship has become Table Stakes3 Is (Imperatives):Integration across business lines & assets. Employee Engagement is critical.Impact is the ultimate outcome & credibility factor (stories & data)Investment/Return on Investment 12. Brand & ReputationClient/Customer QualificationsRelationship BuildingStrategic PositioningThought LeadershipMarket DifferentiationInnovationStakeholder EngagementLeadership DevelopmentMeaningful EngagementDiversity & InclusionEmployee RetentionCore Competency /Skills DevelopmentRecruitment PipelineInternal ContributionsTeam BuildingTalent StrategyMarket PositionIndividual or groupsShort-Term or Year-roundSoft SkillsHands-OnVolunteerismCapacity BuildingThought LeadershipAdvanced and General Business SkillsSkills-BasedVolunteerismInternal ApprovalIndustry Skills & Subject Matter ExpertiseEngagement TermsPro BonoMaximizing Relationship + InvestmentLeadershipBoard ServiceAdvisoryGovernanceStewardshipCORPORATE EMPLOYEE VOLUNTEERISM FRAMEWORK 13. View on #Scouting Good Channel: https://www.youtube.com/watch?v=buRUNCtWxPkMUTUAL BENEFIT 14. CASE STUDIES 15. Relationship Building 16. WHAT IS A PARTNERSHIP CONVERSATION?The act of reaching out to have a conversation within a framework to create a synergistic relationship between a company and a cause that produces real, tangible and lasting ROI for the consumer, the company and the cause. 15 17. ARE YOU HAVING ONE?This Must Be a Conversation:The conversation is robust, not one- sidedYou stayed within your framework of understanding of what you can and cannot deliver, while still engaging in a customized conversationThere was brainstormingYou know as you are leaving whether to fish or cut baitIf fishingyou have a perfect idea how to follow up to get to a yes10 Tips To Tell If You Are Having a Partnership Conversation or Not Or Not:You are talking incessantly about your cause or organizationYou have no idea what the companys goals are in an allianceYou stuck to a scriptWhen the corporation told you what they were looking for, you had no idea how to engageYou leave the meeting with no idea what to put on paper as ideas for follow up because you didnt really hear anything 18. RELATIONSHIP OPTIMIZATIONStrategy Refinement and/or ExpansionMeasurement & AnalysisIntegration across all platformsProgram/Strategy SupportMarketing CommunicationsDefining Assets & Benefits 19. Legally Speaking 20. LEGAL CONSIDERATIONS: THE BASICSState Legal ComplianceRegulatory Concerns: To protect against potential consumer fraud or deception, and ensure that funds raised are used for charitable purposes as advertised.Does the campaign advertise that the sale or use of a for-profit companys product or service will result in a donation to a charity?State commercial co-venture regulations require:oRegistration & reporting by the for-profit and non-profitoContract language requirementsoAdvertising disclosuresState consumer protection laws governing false and deceptive advertising 21. LEGAL CONSIDERATIONS: THE BASICSFederal Legal ComplianceIf the charity actively promotes the sale of a for-profit companys goods or services, the revenue received from the promotion could be subject to unrelated business income tax (UBIT).Best PracticesBetter Business Bureau (BBB) Wise Giving Alliances Standards for Charity Accountability, Standard #19New York Attorney General Charities Bureaus Five Best Practices for Transparent Cause Marketing (issued in October 2012) 22. THE NEW LEGAL CONSIDERATIONS(Mis)Alignment of ExpectationsFocus on Impact vs. Restricted Gift DesignationsRegistration & Compliance ObligationsAdvertising Disclosures: What, When, Where, and Why?UBIT: To Promote or Not To PromoteWraparound SponsorshipsDeals incorporating multiple consumer activation campaigns into multi-year, multi-million dollar sponsorshipsoHow do public donations vs. sales-based and other corporate donations affect overall donation commitments or targets?oCategory partner exclusivityoRights of first negotiation/refusal 23. THE NEW LEGAL CONSIDERATIONSThird Party Fundraising PlatformsUse of third party fundraising platforms to engage customers in supporting one or more causes (e.g., Crowdrise, CharityBuzz, Omaze, PlanG)This is an area being watched by regulators!Understand how these platforms work, whether their platform policies are transparent, and whether they are complying with any applicable regulations 24. Q & A 25. Session PresentersEmily RothbergPrincipalEmily Rothberg & CompanyEmily is founder & principal of Emily Rothberg & Company, an independent consulting firm helping companies leverage their assets of time, talent & treasure to create measureable business value and compelling social impact.She is an experienced corporate citizenship executive who has developed and executed best-in-class programs for Fortune 100 companies Deloitte, AT&T and Fannie Mae, while helping nonprofits successfully navigate the corporate philanthropy world.emily@emilyrothberg.com@emilyrrothbergPhilips McCarty Founder & Managing Partner Good Scout Group, LLC Phil is the Founder and Managing Partner of Good Scout Group, a social good consultancy that helps brands take smart, impactful and sustainable leaps in how they do greater good. Phil brings decades of experience developing groundbreaking cause marketing campaigns for nonprofits and corporations like Feeding America, St. Jude Childrens Research Hospital, Big Brothers Big Sisters of America, the Alliance for a Healthier Generation, Make- A-Wish Foundation of America, Visa, Chilis Williams-Sonoma, and Tommy Hilfiger. philips@goodscoutgroup.com @philipsmccarty www.goodscoutgroup.comKaren Wu Attorney Perlman + Perlman, LLP Karen is a partner at Perlman & Perlman, LLP, a nationally recognized law firm based in NYC serving the philanthropic and social enterprise sector. Karen advises a broad range of for- profit companies and nonprofits on the legal compliance aspects of their corporate partnerships, including corporate sponsorships and collaborations, and a variety of cause marketing campaigns involving sales- based consumer activation, social media integration, and technology- driven crowdfunding. karen@perlmanandperlman.com www.perlmanandperlman.com