The Partnership Lab @ThePartnerLab
The Partnership Lab supports a community of startups, SMEs & non-profits with designing, selling & closing strategic partnerships for growth linktr.ee/thepartnership… Worldwide Joined September 2020-
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Follow me for tips and ideas on how to design, sell, and close high-value, growth partnerships with large companies without getting bogged down in an endless sale. Your brilliant product deserves to get in more hands to achieve impact Have an amazing week
Your best bet for partnerships are businesses: - That are already your clients - In industries adjacent to you - With complementary products to yours - With similar customer demographics - That you disrupt Play your cards right & close a deal that benefits both organizations
Dear Growth Partnership Manager, Welcome to a new week. There are big companies READY TO PARTNER with your startup almost immediately. But where do you find them?
If you are a leader in a growth-stage startup, DM me for help navigating your large company partnerships. I'd love to help you WIN!
Follow me to learn how you can gain leverage and even the playing field when engaging big companies for partnerships. I also help discover the things you may be doing wrong that hamper your partnership sales & delay a close
Have you experienced any of the things I mentioned in this thread? Do you have any growth partnership questions I can help you with? Share with me in the replies!
To recap: Find a big company's problem & the person responsible for fixing that problem and you are well on your way to closing a fantastic partnership. Good luck with your search. I wrote another thread on where to find the information you need
To recap: Find a big company's problem & the person responsible for fixing that problem and you are well on your way to closing a fantastic partnership. Good luck with your search. I wrote another thread on where to find the information you need
This creates a WIN-WIN-WIN • The company solves its problem, • Your ally gets the glory (& possibly a promotion), and • Your startup gets growth & whatever else you want from the partnership Plus now you have an argument for expanding the partnership
BONUS POINT Harry Truman (33rd US President) said “It's amazing what you can accomplish if you do not care who gets the credit" & HE'S ABSOLUTELY RIGHT Be intentional about giving your allies the opportunity to take credit for your outcomes within the company
This is your opportunity! Find that PERSON & you have a potential ALLY. - Present your startup as THE SOLUTION to their problem - Show how you fix it, swiftly & at a minimal cost, to achieve the GOALS set by their bosses & They will FIGHT to ensure the partnership happens!
This brings me to #2 A big company is a collection of people & EVERY organizational tear😭 is SOMEONE'S PERSONAL TEAR😢 It's what: • Drives the tasks they do • Keeps them up at night • Determines if they still have a job to return to & • If they get a bonus or raise
These "tears" are your opportunity to design a solution that triggers the partnership conversation. YOUR TASK, as part of your pre-engagement research, is to discover these internal challenges & unrealized ambitions. The more painful & urgent to address, the better.
As your startup considers partnering with a big company, understand that No matter how successful a company looks from the outside, THEY HAVE MANY TEARS (internal challenges & unrealized ambitions) TOO! Everything may look wonderful but NO COMPANY HAS IT ALL FIGURED OUT!
#1. The Rich Also Cry was a Mexican telenovela that aired in Nigeria in the 90s. Of course, as the name implies, even rich people have their own problems. As with humans, so with companies. Rich Companies Also Cry😭😭😭!!!
Dear Founder/Growth Partnership Manager, Two things to remember from my TED Talk today. 1. The Rich Also Cry 2. Organisation problems are personal problems Let me explain... 🧵 #startups #Growth #partnership
Share your thoughts in reply. What experience do you have with sponsorship requests masking as partnership proposals? Any ideas on how to fix this mismatch?
Follow me for tips and ideas on how to design, sell, & close high-value, growth partnerships with large companies without getting bogged down in an endless sale Your ideal customers are sitting in someone else's value chain. Go for them!!! #Growth #Partnership #Startup #B2B
A partnership is best built on SELFISH INTERESTS LEAD WITH HOW YOU WANT TO HELP but be sure that the problem you propose to fix is ACTUALLY important to BigCo Every individual & organization is innately selfish Better to start from there & keep adapting as interests change
Most "partnership proposals" I see are actually sponsorship requests YOUR WANT IS CLEAR but BigCo's needs are secondary & an afterthought You want to be sponsored. Call it what it is. That's not a partnership Sponsorship relies on generosity & BigCo DOESN'T OWE YOU that
Keep the sweet spot in mind Reflect on it as you flesh out elements of your offer and as you reach out to engage potential partners this week You will close delightful partnerships. Your startup will grow!
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