1. The Collaboration Challenge

2. SPNM 2001 2 Case Studies City Year & Timberland (community service) CARE & Starbucks (international development) Bidwell & Bayer (job training) The Nature Conservancy & Georgia-Pacific (environment) Jumpstart & American Eagle Outfitters (preschool education)

3. SPNM 2001 3 Survey The Jimmy Fund & Perini Corporation United Way of Seattle & Nordstrom American Humane Association & Ralston Purina Time to Read & Time Warner Amnesty International & Reebok Beginning with Children & Pfizer National Science Resources Center & Hewlett-Packard United Negro College Fund & Merck Reading is Fundamental & Visa National Geographic & MCIWorldCom.

4. SPNM 2001 4 Why partner? The Motivational Spectrum - + + Minimum Sustainability X X Altruism Utilitarianism Blended motivation

5. SPNM 2001 5 Collaboration Continuum Relationship stage Level of engagement Low  High Importance of mission Peripheral  Strategic Magnitude of resources Small  Big Scope of activities Narrow  Broad Interaction level Infrequent  Intensive Managerial complexities Simple  Complex Strategic value Low  High I Philanthropic II Transactional III Integrative

6. SPNM 2001 6 Making the Connection Touching Personal Experiences Hitting Core Values Engaging Top Leadership Motivating Through Service

7. SPNM 2001 7 Ensuring Strategic Fit Investing Up Front Discovering the Fit Using Experts

8. SPNM 2001 8 Collaboration Value Construct What is the collaboration’s value? Value definition Benefits & Costs To the Nonprofit To the Corporation To Society

9. SPNM 2001 9 Benefits to Company Customers Emotional gratification Generic good will Specific, intense connection with stakeholders Buying preference Loyalty Image enhancement Emotional connection

10. SPNM 2001 10 Benefits to Company HHRR Motivation Productivity Loyalty Emotional gratification Generic good will Specific, intense connection with stakeholders Recruiting Retention Diversity management Selection Customers

11. SPNM 2001 11 Benefits to Company Emotional gratification Generic good will Specific, intense connection with stakeholders Government HHRR Customers Credibility Access Favorable Treatment

12. SPNM 2001 12 Benefits to Company Emotional gratification Generic good will Specific, intense connection with stakeholders Community Engagement HHRR Support Customers Government Suppliers - distributors

13. SPNM 2001 13 Benefits to Company Emotional gratification Generic good will Better internal process management Specific, intense connection with stakeholders Repositioning of product or brand Competitive advantages Access to special resources Community Suppliers - distributors Government HHRR Customers

14. SPNM 2001 14 Benefits to NGO Cash or in-kind donations Greater exposure + Greater credibility Capacity building Competitive advantages Distribution / expansion channel Access to the media Access to funding Operating technology Communication techniques Management techniques Capacity to lead Access to volunteers Access to suppliers Access to other partners Access to government

15. SPNM 2001 15 Value Creation “Generic Resource Transfer” “Core Competencies Transfer” “Joint Value Creation”

16. SPNM 2001 16 Value Balance Two-Way Flow Perceived Equity Motivation & Influence Risks

17. SPNM 2001 17 Value Renewal Needs Change Complacency Risk Innovation Imperative Benefit Transferred

18. SPNM 2001 18 Managing the Relationship Organizing Responsibility Communicating Effectively Building Trust Ensuring Accountability

19. SPNM 2001 19 Collaboration Guidelines Seven Cs of Strategic Collaboration CLARITY of Purpose CONNECTION with Purpose and People CONGRUENCY of Mission, Strategy, and Values CREATION of Value COMMUNICATION Between Partners CONTINUAL Learning COMMITMENT to the Partnership

20. The Collaboration Challenge