Slide 1

CORPORATE
PARTNERS
building a successful partnership management program

Corporate Relations
Rochester Institute of Technology


Slide 2

PARTNERSHIP MANAGEMENT

M
Mission
i
Qualify
s
s cultivate and sustain
Our mission is to qualify,
mutually beneficial strategic partnerships
i
cultivate
o
n
sustain


Slide 3

WHAT IS
Partners Interface with RIT on multiple levels,
creating mutually beneficial rELATIONSHIPS

First Goal
OF
Development
pARTNERSHIP
Trustees

College
Activities

– develop a more customer oriented partnership
approach

Student
Co-ops
& New Hires

PARTNER

Continuing
Education/
Training

Research

Purchasing
Alumni


Slide 4

PARTNERSHIP MANAGEMENT

Second Goal OF
pARTNERSHIP
– seamless interaction with
partners,
– single point of contact


Slide 5

WHAT IS
Development
Corporate
Trustees

Student
Co-ops
& New Hires

Relations

PARTNER
Single Contact

College
Activities

Continuing
Education/
Training

Research

Purchasing
Alumni

partner


Slide 6

WHAT IS
Third Goal of
Partnership
– identify strategic partners, engage them, measure the
results


Slide 7

Partnership continuum
Overall Goal:
move partners from
Supporting to Strategic
partnership level

•Collaborative programs
•Major Gifts
•Executive Sponsor
•Board of Trustees
•Multiyear partnership
plan

•Advisory Boards
•Student Projects
•Sponsored Research
•Faculty Exchange
•Gifts and In-Kind

•Advisory Boards
•Student Projects
•Grants & Contracts
•Faculty Exchange
•Gifts and In-Kind

•Career Fairs
•Interviews & Hires
•Co-Op Activity
•Guest Speakers
•Faculty Consulting

•Career Fairs
•Interviews & Hires
•Co-Ops
•Guest Speakers
•Faculty Consulting

•Career Fairs
•Interviews & Hires
•Co-Ops
•Guest Speakers
•Faculty Consulting

Early Engagement
Tier 3

Supporting Partner
Tier 2

Strategic Partner
Tier 1


Slide 8

Establishing Metrics
Companies are assessed on weighted
categories to determine the appropriate
Partnership tier.
Gift
Research
Total
Corporation Contributions Contributions Contributions Co-ops Alums

CORP. A
CORP. B

CORP. C

Tier

$8,500,000 $8,650,000

110

265

1

$3,500,000 $1,000,000 $4,500,000

40

60

$1,500,000 $1,500,000 $3,000,000

25

50

2
3

$150,000

FIVE YEAR SNAPSHOT


Slide 9

identifying strategic partners

• Mutual alignment of strategic direction and goals
• Have the potential to contribute across many
dimensions of partner activities
• Have both a University and a company champion
interested in developing a partnership
• Willingness to commit the resources for a strategic
partnership on both sides!!!


Slide 10

Strategic Partnership Process
Gather Data

Select
Targeted
Partners
Identify
Partnership
Team

Partnership
Lifecycle Stage 1


Slide 11

partnership team

• University
–Must have a leader
–Senior academic champion

accountability
• Deans, VP’s, department heads, etc.
–Key faculty
–Representative staff from divisions with existing
relationships

is

• Partner

KEY!

–University relations
–Key alumni

• identified through corporate alumni chapters

–Company connected trustees


Slide 12

Strategic Partnership Process
Gather Data

Partnership
Lifecycle Stage 2

Select
Targeted
Partners
Measure and
Report

Identify
partnership
team
Set Objectives

Develop
Strategy

Carry Out
Actions


Slide 13

What do Partners gain?
• Strategic partnership plan
• Talent and Expertise in support of their objectives:
– Talent
• Early selection of students
• Skilled employees as co-ops and new hires
• Continuing employee education and training through
academic programs

– Expertise
• Exposure to leading researchers and IP in relevant fields
• Access to facilities and programs of strategic value to our
partners

• Engagement: Advisory Boards & Board of Trustees
• Seamless interaction and single point of contact


Slide 14

What Does RIT gain?

• Increased opportunities for:
– Research
– Student co-ops and other employment opportunities
– Curriculum development
– Gifts – cash and in-kind
• Support for University’s Strategic Plan