We are a registered "b-corp" and we wish to forge a few partnerships with some influential non-profits, typically "common vision" should be enough to gain promotional support, but I imagine sometimes they will want to "get something" out out of a partnership. What are some good ways to peak their interest?
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April 14th, 2015
a good ref is http://negotiatingwithgiants.com/ book
it has a ton of great strategies to deal with big partners
don't focus only on what you or they can get out of the partnership. They will think carefully about what they can potentially lose by partnering with you so you need to be prepared. Reputation is important and you and they don't want to partner with just anyone. Be selective, do your homework (understand who they are, their customers, their brand, reputation, markets, management, etc.), anticipate their objections, clearly articulate your value proposition. Of course then you can articulate what you believe is in it for them.
If you're going to collaborate with a well-known NGO, come to the table ready with a list of cost & benefits; know what cost your organization is wiling to incur and which costs you want shared in the FUTURE.