How to Create Strategic Partnerships


The formulation for a profitable strategic partnership could seem simple: 1 + 1 = 3. Certainly, partnerships are a confirmed method to increase the underside line. A web-based survey carried out by Forrester Consulting in 2019 discovered that 49% of respondents noticed income boosted by partnerships and 77% of respondents noticed “partnership improvement as central to their 2019 gross sales and advertising and marketing technique.” 

However creating efficient alliances isn’t all the time really easy. Partnerships gone unsuitable can result in frustration, monetary losses and even litigation, says David Gage, co-founder of enterprise mediation agency BMC Associates and creator of The Partnership Constitution: How To Begin Out Proper With Your New Enterprise Partnership (or Repair The One You’re In). “Folks prefer to quote Don Corleone from The Godfather, when he says, ‘It’s enterprise, not private,’” Gage says. “However every thing with partnership is each private and enterprise.” It’s necessary to concentrate to the enterprise issues at hand together with their authorized facets and personalities, he provides.

Contemplate these steps earlier than making a strategic alliance with a accomplice:

  • Assess all facets of your online business and determine areas of development potential.
  • Work out what you do greatest—and the place you need assistance. Companions ought to complement one another, says Denise Rodriguez-Lopez, a former n American Specific OPEN Advisor, who consulted small companies on partnerships. “The aim is to extend functionality—whether or not by way of providing new services or products, increasing in capability or geographically, or cross-promoting,” she says.
  • Be certain that the 2 entities simply match collectively to higher serve the shopper. “There must be apparent synergies,” Rodriguez-Lopez says. “It’s not unlawful for an data know-how agency and a janitorial providers firm to kind a partnership, however what number of alternatives will that create?”
  • Vet the potential accomplice to verify they’ve stable funds and a observe document as a dependable and moral enterprise. “Make it specific that you just wish to be taught every thing you may about them briefly order,” Gage says. “Then name up previous enterprise companions, employers and staff.”
  • Does the group share your values?
  • After doing all your homework, go along with your intestine, Rodriguez-Lopez says.
  • Get it in writing.

Strategic companions’ written agreements ought to cowl these factors:

  • Who does what? Be particular.
  • Who would be the shopper point-of-contact? “Shoppers must know who they are going to be coping with,” Rodriguez-Lopez says.
  • If cash will change palms, a system must be outlined.
  • Create coverage for the occasion {that a} new innovation stems from the partnership. Who will personal this mental property?
  • Set up a trial interval for the association with outlined check-in dates.
  • Create a mediation plan or a technique to dissolve the partnership within the occasion the association goes south.

Jennifer Schaus

Principal
Firm: Jennifer Schaus & Associates, a authorities contract consulting community
Strategic partnership philosophy: Align consultants with completely different specialties to higher serve shoppers and increase everybody’s backside line.
Proof it really works: Schaus’s earnings grew by 15% from 2011 to 2012 on account of her partnerships.

After I began as a authorities contract advisor in 2005, I’d settle for all types of consulting: gross sales and advertising and marketing, certification, enterprise improvement and contracts. I might do all this work, however I discovered that my focus and time administration suffered since every authorities company labored another way, and every sort of consulting required completely different expertise. I noticed it made extra sense to deal with one facet of this trade, however I nonetheless wished to service all of my shoppers’ wants.

Over the previous 4 years I’ve created an alliance of 16 authorities contractors with a variety of specialties so I can deal with my experience, which is consulting work for presidency contract paperwork. When a shopper involves me and asks for a service outdoors my space of focus, I refer them to one in every of my companions, with whom I’ve a pre-negotiated referral price. Typically I signal a contract that requires I rent one other advisor along with the work I present, and I pay that accomplice as a 1099 worker. I make a revenue on the accomplice’s providers by marking it up. In 2012 I handed alongside between 35 and 40% of the work that got here my means.

My companions are folks I meet by way of networking occasions or by way of the contracting neighborhood in Washington, which is sufficiently small which you could ask round and vet the standard of their work. We do have written agreements, however these are folks I do know and belief, folks I’ve lunch with often, and our agreements are within the spirit of “I’ll scratch your again in case you scratch mine.” Their profiles are featured on my firm web site. The profit to me is that I’m a lot happier and I take advantage of my power way more correctly since I’m centered on work that I get pleasure from essentially the most. I higher service shoppers since I don’t have to show them away. As an alternative, after they ask for providers that I in any other case wouldn’t be capable to present, I can say “sure” and generate profits off them.

I might have created a enterprise during which I had staff and was concerned in managing the method, however I by no means wished to try this. This permits me to be concerned with prospects whereas doing my very own factor.

Mike Kilchenstein

Founder, CEO
Firm: RAMP Sports activities, a ski and snowboard producer
Strategic partnership philosophy: The seasonal sporting items firm discovered a product to promote in its low season.
Proof it really works: Near assembly gross sales targets in this system’s first 12 months.

Within the ski enterprise, gross sales are usually 100% in the course of the winter excessive season and 0% in the course of the off-season. One other main draw back on this enterprise is that in the course of the low season it’s important to lay off your technical reps who present product demonstrations and are a important a part of the gross sales course of. Which means many glorious reps usually don’t come again the following season, which is an actual ache.

To bridge this seasonal hole we determined to accomplice with a paddleboard firm, which has its increase in spring and summer season. Stand-up paddleboards are experiencing explosive development, and there may be an inherent overlap within the shopper base of those two sports activities. After I got down to discover a paddleboard accomplice, I used to be on the lookout for an organization that shared my firm’s values. These embody having a inexperienced facet to the corporate, as our merchandise are manufactured from bamboo and inexperienced resin; we’ve got a recycling program for previous skis, purchase carbon offset with every buy and ship merchandise in reusable baggage as a substitute of cardboard. We additionally wished to work with an organization that provided attention-grabbing know-how—one in every of our options is skis designed for customers of assorted sizes and skills. Moreover, we needed to discover a accomplice prepared to work inside our direct-to-customer retail mannequin, which was not simple to do.

At a nationwide out of doors retail present I talked to dozens of paddleboard firms, and C4 Waterman was the perfect match. Its know-how is completely different from the rest in the marketplace, with paddleboards which are inflatable and simply transportable whereas most different paddleboards are manufactured from fiberglass and must be carried on a automobile rack. They ascribe to 4 enterprise values—steadiness, endurance, power and custom—which speaks to the sort of group it’s. C4 additionally makes use of sustainable practices, together with using bamboo.

A important part of our partnership was C4’s willingness to suppose outdoors its field. This included promoting merchandise straight on-line, which they’d not but carried out. We agreed to promote C4’s product for the producer’s steered retail worth and cross-promote the 2 firms’ merchandise by discounting our items. With every paddleboard buy, our prospects might purchase a pair of RAMP skis at a reduction worth of $149 or a snowboard for $99. That was an enormous incentive for a product class that’s usually not discounted. Our aim was to have 25% of our gross sales come from paddleboards, and we had been projected to hit 20% in 2012.

Along with transferring extra of their product, C4 benefited from publicity by way of my firm’s tech rep demonstrations on the Park Metropolis, Utah, reservoirs and thru our advertising and marketing efforts, which centered on main occasions such because the Bonnaroo music pageant, Dave Matthews live shows and ESPN’s summer season X Video games.

C4 and I had a written settlement, however we didn’t get attorneys concerned in writing it. It was extra of a handshake settlement, and we each revered what the opposite was attempting to perform. We requested C4 to donate prizes for contests, which is one thing they usually don’t do. However they instantly agreed.

David St. James

Director of economic gross sales
Firm: 1-800-GOT-JUNK, junk removing service
Strategic partnership philosophy: Create alliances that generate wins for the accomplice, the corporate and the shopper.
Proof it really works: Three to five% of income was generated by alliances in 2012, a income stream that grows at double to triple the speed of different companies.

Strategic partnerships are so important to our success that we’ve got an eight-person Nationwide Accounts and Strategic Alliances division. We at present accomplice with about 7 industrial companies. About half the time, we choose up the telephone and name firms we predict will make good companions, and the opposite half of the time they strategy us. We glance to work with firms which are world-class of their class, as 1-800-GOT-JUNK is the largest firm in its class. They need to be clear and open when working with us. We additionally search for agreements that may profit everybody within the brief and lengthy phrases.

However the primary criterion is that their prospects have an inherent want for junk removing. For instance, long-term companions embody:

RE/MAX and Century 21, as folks promoting their properties usually want junk removing to higher stage their properties, and people relocating normally must do away with unused gadgets. These prospects get a reduction on our providers, the brokers passing alongside the low cost are in a position to supply their shoppers a broader suite of providers and we profit from advertising and marketing and promoting. Win-win-win.

One other instance is AAA, with whom we accomplice to host e-waste occasions at AAA retail areas, the place folks can drop off their undesirable electronics, which we recycle in a inexperienced means. No cash adjustments palms, however each AAA and 1-800-GOT-JUNK achieve elevated publicity at an occasion that advantages the surroundings and the neighborhood.

On the onset of a partnership, we create a written settlement that features a timeline of actions and quarterly check-ins. These are typically very, quite simple plans, and at every check-in we consider what’s working and what we will enhance. We don’t put an finish date on these plans; we see it as a friendship for all times.

An instance of a relationship that succeeded after a tweak was our settlement with the mini-storage firm PODS. Initially, we joined forces on some net and nationwide direct advertising and marketing campaigns, which produced minimal outcomes. As we’re each franchise organizations, we moved the partnerships to an area stage—native 1-800-GOT-JUNK franchisees partnered with native PODS franchisees on commerce present efforts and joint junk mail campaigns. That proved to be an important symbiotic relationship.

These alliances are crucial to our enterprise as a result of they generate plenty of repeat enterprise and a higher frequency of use than with different sources of recent enterprise.

This text was printed in October 2012 and has been up to date. Picture by ChickenStock Photos/Shutterstock


Emma Johnson

Emma Johnson is a enterprise journalist, gender-equality activist, and founding father of the world’s largest neighborhood of single mothers, WealthySingleMommy.com. Emma and her best-selling e-book, The Kickass Single Mother, and her group, Mothers for Shared Parenting, have been featured in a whole bunch of nationwide and worldwide media shops.




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