Corporate partnerships

A corporate partnership can be a great opportunity for your charity. To help avoid your corporate partnership failing, click on the headlines below to see some key advice about making corporate partnerships work.

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Beginning and then building on corporate relationships

Cultivating a corporate relationship is something that almost all charities could benefit from but, more often than not, charities with little experience of corporate relationships approach this delicate collaboration in such a way that they fail to achieve the full potential of the relationship and, in some cases, lose the opportunity altogether.

There are tools and approaches any charity can use to encourage corporate supporters and build a mutually beneficial and long term relationship, but they need to understand how corporates work and how to engage with them on their own terms.

The relationship between a corporation and a charity is two-way because, as well as benefiting from the publicity, the corporate will often have a CSR (corporate social responsibility) remit. However, the charity clearly stands to benefit more substantially through support and donations and, because there will always be other charities clamouring for the attention of large businesses, the onus for developing the relationship falls firmly on the charity.

Gain value

There are a number of ways to gain value from association with a corporation. Financial donations are probably the most obvious goal, either in the form of a chunk of the budget some large businesses set aside for CSR purposes, or through becoming the corporation’s "pet charity" with staff fundraising on your behalf.

However, there are many other ways charities can benefit which are often overlooked in favour of the more obvious financial incentive. Many charities would do well to consider these other forms of involvement as both a sensible way to receive support which will help the charity develop, grow and overcome challenges, and as a "soft" opportunity for corporates to get to know a charity before contributing financially.

So how do you start to build that relationship? Simply asking for support – in non-financial form - from corporate organisations can help your charity achieve specific goals and projects by making use of the skills and expertise of businesses. Some of the most successful initiatives come via pro bono adviser networks which link charities to corporate volunteers who donate their expertise, knowledge and time on a free basis.

Support in areas such as marketing, human resources, financial services, procurement and legal advice are "donated" without any financial involvement yet are invaluable to the charities which benefit.

Door opened

Once your charity is involved with a corporation, even in a non-financial arrangement, the door has been opened to further progress that relationship. Any connection with a company gives you the opportunity to build trust and demonstrate your professionalism so that entering into a financial arrangement further down the line is more appealing than approaching a corporate "cold".

"Warming up" a business before expecting them to donate financially is a vital step in the relationship building process. Instead of a scattergun approach to finding a corporate supporter – a quick look on Google and an ineffective mail shot campaign, for example - most charities will find they have a higher success rate if they take a more targeted and informed approach to finding a suitable corporation to work with.

Look for businesses in your immediate vicinity which have a track record of helping charities like yours and whose mission and brand values align with your own.

The first step is to do your research thoroughly. Ask your trustees if they have any links to businesses which may be interested in supporting your charity and, when you do identify a corporate that could be a suitable match, research their trustees and board members to see if you can identify any connection. Do any of the people you’ve researched have a reason to hold your cause close to their own hearts, for example?

Individual relationship

Remember that you are building a relationship with an individual initially. Hopefully this will then lead to involvement with the wider corporation, but creating warmth between your charity and one influential individual is far more effective than a ‘Dear Sir/Madam/To Whom It May Concern’ approach. You need to try to convince the person, not a blank business, but aim for the person at the top of the company, or as close to the top as you’re able to get.

The next step is to educate that individual about your charity and what you are working towards achieving. It goes without saying that corporate support is more likely to be forthcoming if they feel passionately about your cause. Invite your targeted individual to any events your charity is hosting, invite them to see the charity in action.

If they have a particular favourite local sports team, see if you can arrange an event involving the club’s stars who usually have their own community remit to fulfil and may be able to attend as Special Guests at dinners or events. Their involvement can be a big draw for appealing to potential corporate supporters and, once involved, both parties can learn more about your charity.

Tracking progress

Once that initial contact has been made, you need to maintain your professional approach by tracking your progress systematically. Have they opened any of the emails you’ve sent? Have they attended an event you’ve invited them to? Have they expressed an interest in seeing the work of your charity first hand?

Charities should rank the warmth of potential supporters and aim to increase that level of warmth over time BEFORE asking for definite support. By taking a methodical and detailed approach to ascertaining their level of responsiveness towards your charity, you will be able to see clearly and quickly which individuals are keen to develop a further relationship and which are less keen on progressing.

Every charity should have a list of corporations and individuals within these corporations who they are targeting over a period of time. For a large charity this list could include as many as 100-200 possible connections at any one time as the rejection rate when asking for monetary support is high. One should view it as a pipeline process and accept that many targets will prove to be unsuitable or uninterested when explored further.

The more targeted you are in who you approach, the lower your rejection rate will be and the more efficiently you will use your time and resources in the pursuit of corporate support. If a prospect’s warmth appears to be waning despite your best efforts, record why you discontinued your approach

Avoid duplication

This will help avoid duplication of efforts when you research potential supporters in the future. In some cases you may feel that their level of interest in your charity is determined by other issues such as unsuitable timing, current preoccupation with an important business situation or prior involvement with another charity which may come to an end at some point. If so, make a note that you have discontinued your approach because of poor timing and make a point of keeping in touch.

To work in a structured and systematic way to try and identify leads, create "warmth" and build relationships may take more time, effort and organisation than you anticipated but working in this way is more important than ever. One of the main things corporations look for when dealing with charities is a professional attitude and a business-like approach.

Reduced quality

As professional fundraisers, used to working with businesses in this way, have dropped off the payroll for many charities due to budget cuts, the quality of approach to corporates has actually reduced. This provides a clear opportunity for those willing and able to adopt their skilled and highly professional approach.

Corporates tend to move faster than charities simply because of the nature of business and the amount of staff they have. Expectations for calls to be returned promptly, documents to be produced quickly and decisions to be made assertively are high in corporations routines, and any interactions with a charity are usually expected to be conducted with this same fast-paced attitude.

For charities struggling with lower staffing levels, this rapidity can feel daunting but the charities which are successful in forging productive relationships with business organisations are those which accept they need to interact with them on their own terms. This means adopting their methodical attitudes and working to their timescales.

Bear in mind that any corporation offering support will also have certain expectations in return – they need to be kept informed about what their donation has done for your charity so they can use it in their own PR work. This means that making sure you keep them informed, keeping records and regularly reporting back in a systematic way is vital. You obviously want the relationship between you to be long term so make sure you meet their own criteria for CSR involvement and give them what they need in return.

Appreciate support

Remember to let them know you appreciate their support and demonstrate how their money has helped you in a concrete way. Ensure the corporation is kept up to speed with how you operate and what timescale you are working to, so as to minimise any misunderstanding as it may be different to the timescale they have in mind.

Make sure you are communicating with them clearly, efficiently and regularly to let them know what you need from them, and when. Consider their situation - be sure to forward plan far enough in advance for a business to be able to organise staff rotas or resources up to six months ahead to allocate staff to a particular project, for example. Put yourself in their position and try to understand what their motivation is in offering you their support and what they need from you in return - then meet their expectations.

Standing out

If your charity is able to rise to this challenge and work in a professional way, you have the opportunity to stand out in the crowded "marketplace" of charities competing for corporate support as one of the few organisations in the sector which can operate in this way. If you don’t have a professional fundraiser in your own charity, you need to act like one and be reliable and methodical in your approach.

Like all forms of fundraising, corporate fundraising is about relationship building and relationships are a delicate balance of give and take. Too many charities focus heavily on what they can "take" from a corporation and wonder why they struggle to form the associations they want. Charities which are successful in generating income from corporate relationships are those which don’t forget to focus on the "give".

If you want to know the secret to building successful corporate relationships - it is to put yourself in the shoes of your potential partner. Ask yourself "What would make me want to support you?". And then do everything in your power to deliver it.

The Clare Foundation's Martin Thornton - once your charity is involved with a corporation, even in a non-financial arrangement, the door has been opened to further progress that relationship.
"Once that initial contact has been made, you need to maintain your professional approach by tracking your progress systematically."
"One of the main things corporations look for when dealing with charities is a professional attitude and a business-like approach."
"Ensure the corporation is kept up to speed with how you operate and what timescale you are working to..."

Optimising corporate commitment to charity partnerships

I want to talk about our successful Charity of the Year partnership with Alzheimer’s Society and Alzheimer Scotland and how lessons learned will help with our ground-breaking role as a Principal Partner with BBC Children in Need. This is the first time ever that BBC Children in Need has created a new higher partnership category – Principal Partners which provide incremental support to the charity’s fundraising income; and Lloyds will be its exclusive Schools Partner for the next three years, as well as adopting it as our charity partner for the next two years.

Lloyds Banking Group launched its two-year charity partnership with Alzheimer’s Society and Alzheimer Scotland in January 2013 with the aim of raising £2 million to fund the 'Live Well' campaign, the charity's first ever UK-wide support programme for people with dementia and their carers.

This was only the second time the group had entered a two-year charity partnership, having realised from previous annual relationships with charities that a longer period would provide even more time to build a more sustainable and meaningful relationship between the charity and bank colleagues.

The Charity of the Year element of the BBC Children in Need partnership is also for two years, from January 2015 to December 2016, with the broader Principal Partnership and schools campaign running over three school years.

Selecting a partner

As a bank whose branch network touches almost every community across the UK, we place immense value on our commitment to 'Helping Britain Prosper' and within our public commitments we place a very strong focus upon our community support and giving. Our charity partnerships are extremely important to us – not only do they drive engagement and colleague pride across our workforce, they also help us demonstrate the immense value we place on supporting our communities.

We look to support charities which our colleagues and business can connect with and have seen that charities with an emotive or personal connection or which deliver in the communities in which we live and work, are very quickly taken to the hearts of our colleagues and supported robustly by them. Prior to Alzheimer’s we supported Save the Children, and it's clear from the results of those partnerships that our colleagues want to support causes which help make a real difference to the lives of those less fortunate than themselves.

We believe there were two core reasons our colleagues wanted to support Alzheimer’s charities:

  • Many colleagues had first-hand experience of the impact dementia had on their own families and were inspired to fundraise because of that experience. Almost half of people in the UK know someone, or have known someone with the condition – as many as 45,000 of our own colleagues.
  • Many colleagues had witnessed long standing customers exhibiting signs of memory loss or dementia, who seemed to lack the capacity to manage their personal finances.

Raising awareness of dementia and money to help people with the condition as well as their carers, which many of our colleagues are, was therefore a truly compelling and motivating prospect for colleagues. Working in partnership with Alzheimer’s Society, we also helped lead the way in building simpler processes that could be used across the financial services industry, helping us all become more dementia-friendly.

We also worked with the charity to jointly launch the Dementia Friendly Financial Services Charter as the lead bank and established a set of landmark protocols at a time when the financial services sector was viewed with a level of mistrust. Hence we were proud to be seen to be making a difference in this important area and where 76% of sufferers and their carers had reported of difficulties when dealing with banks, building societies, insurance companies etc.

This year, in line with our Helping Britain Prosper Plan, our charity partnership needed to align with our broad community themes of Education, Employability and Enterprise. With our BBC Children in Need partnership being much bigger than the Charity of the Year aspect, our steering committee and board selected the partnership, picking up on the insights gained from previous partnerships and understanding what motivated our colleagues and what they cared about as evidenced by their previous and unstinting support of children’s charities.

Indeed the work undertaken within our contact centres to collect donations for BBC Children in Need has long been popular with colleagues who will have the opportunity to help steer the direction of this new partnership.

Charities with the ambition to work with corporate partners need to recognise the importance of the significant level of resource required to manage such a partnership. Lloyds Banking Group has some 85,000 colleagues across almost every community within the UK.

We have a full-time small team managing Charity of the Year activity and need our partner to be responsive and understand the demands that a partnership of this size can have. Smaller charities, with an ambition to operate with a large corporate partner will need to evidence they have considered this aspect and be able to discuss how they will scale up to resource a nationwide partnership of this scale.

Mobilising colleagues long term

As a large business, with so many colleagues geographically spread across the UK, mobilisation of the workforce could be a challenge. But we recognise the need to ensure that we communicate our messages effectively and reach everyone who wants to play an active part in our fundraising campaign, as well as motivating and inspiring others to take action.

Our Charity of the Year team is very visible and takes part in team meetings across the business, motivating, informing and simply explaining how the money raised, no matter how little, will change lives. We also have a monthly steering committee, made up of directors from every key area of our group who play a key role in supporting fundraising activity, cascading information to their respective teams. They are ably supported by over 1,000 charity champions.

One of our greatest resources is being able to utilise the strengths of different colleague groups to support our charity partnerships. For example, our 180 graduates were set a ten month challenge which focused on three aspects: to fundraise, increase awareness of dementia, and to present a business case on how Lloyds could improve our offering to customers and colleagues living with dementia.

Teams were set a fundraising target of £12,000 each and the competitiveness of the challenge, together with their engagement and dedication saw most teams exceed their target and help to raise awareness of dementia both at work and in their local communities. We will be tapping into our graduates again for the BBC Children in Need partnership.

We have learned when delivering a charity partnership across different functional areas - such as our retail branches, corporate business, call centres or head office functions - that one size rarely fits all. By that we mean that a fundraising campaign which appeals to call centre colleagues may not work with our retail branches.

As a customer facing organisation we need to ensure that our charity activity doesn’t interfere with our ability to support our customers as they go about their business as usual activities. We may tailor specific campaigns to appeal to our different colleague audiences. For example, 'Tea and Talk' events were specifically developed for retail colleagues, whereas supporting the BBC Children in Need telethon is more effective for engaging call centre colleagues.

We work closely with our charity partner to develop campaigns which can engage as many colleagues as possible.

Whilst fundraising is crucial, to keep the momentum throughout the partnership, there needs to be another hook for colleagues to engage with. Not everyone is a fundraiser, so offering other opportunities - such as skills based volunteering, new awareness raising campaigns or training sessions - keeps the partnership fresh and exciting, therefore allowing the partnership to build a lasting legacy.

As part of our Helping Britain Prosper Plan, we are committed to being the banking group which brings communities closer together and helping them thrive and one of our targets is to deliver, through our colleagues, over 2.3 million hours of paid volunteering to support a range of community projects, by 2020. We are currently exploring opportunities with BBC Children in Need about how our colleagues can provide volunteer support in schools, ensuring that we adhere to best practice and legal guidelines about safeguarding and working with young people.

Providing support for colleagues

Colleagues are provided with lots of support to help them and let them know how much their efforts are valued, including fundraising idea packs and collateral, help with publicising their events, opportunities to volunteer during working hours as well as access to a bespoke hotline manned by a dedicated team.

During the Alzheimer’s partnership we had an Alzheimer’s Society employee based full time with the Charity of the Year team providing necessary insight and support on a day to day basis. With the BBC Children in Need partnership being considerably bigger and comprising not just the Charity of the Year element, we have a core relationship team of seven employees, with the support of the charity’s wider team, which replicates the team we have in place at Lloyds.

Having a team member from the charity seconded into our team is beneficial for both organisations and helps to streamline the relationship and maximise understanding of needs.

We have a plethora of online content that is shared with colleagues through our intranet; this is designed to drum up awareness and support of the charity partnership. A further strand that is extremely worthwhile is our extensive network of 'charity champions' – quite simply these are people with a passion for fundraising who offer local support and help colleagues throughout our branch and office network.

We continually update colleagues as to the group’s progress through every major fundraising milestone, publishing news articles and videos online that provide compelling stories. How colleagues raise money and the difference that makes to our chosen charity has an active audience and the amazing ability to further inspire and motivate.

We offer a range of fundraising projects for colleagues to engage with depending on how involved they want to be:

  • EVENTS – these can be centrally planned by the Charity of the Year team and everyone has the opportunity to get involved e.g. our One Group quiz or cycling across Cuba challenge. These are easy for colleagues to support as all they have to do is participate.
  • OFF THE SHELF– we provide colleagues with 'off the shelf' fundraising opportunities such as running the London Marathon. We cover the cost of entry and provide colleagues with a suggested fundraising target.
  • TOOLKITS – all colleagues have access to a fundraising toolkit which showcases a range of opportunities they could participate in locally. Colleagues have the chance to choose what, if anything, they would like to do.
  • COLLEAGUE PROJECTS – we also provide support and guidance to colleagues who have their own ideas for fundraising.

We have found that this approach provides the best opportunity to engage with as many colleagues as possible during the course of the partnership.

With the BBC Children in Need partnership we will also showcase not simply the activities undertaken by colleagues to help drive fundraising, but also our broader schools and customer facing campaigns, allowing us to further engage our colleagues through volunteering support.

Productive volunteering

We work very closely with our charity partners to offer colleagues a number of different compelling, but scalable, fundraising and volunteering activities. For branch colleagues during the Alzheimer’s partnership, one of our colleagues came up with the concept of 'Tea and Talk' events. These were aimed at raising awareness as well as money, and brought both customers and colleagues together over a cup of tea and a slice of cake to talk about their experiences of dementia.

We also committed to sign up at least 11,500 Dementia Friends across the Group, providing colleagues with an opportunity to develop and implement new skills directly as a result of the partnership.

We’re really excited about colleagues supporting local schools and young people to raise funds through our BBC Children in Need partnership. Indeed we've already had some wonderful feedback from colleagues who supported some of our 'test and learn' schools late last year.

Whilst we encourage colleagues to volunteer for our Charity of the Year we know that some also support other causes that are close to their heart. Our Day to Make a Difference taps into the energy and passion of our colleagues to help them volunteer for an organisation in their community. Community volunteering is offered by Lloyds Banking Group as an additional benefit for every colleague. Colleagues can take at least one day, or eight hours, to spend time in their community to make a difference. This is in addition to their annual leave allowance.

Delivery versus expectations

We set ourselves the target of raising £2 million in two years when we started the Alzheimer’s partnership. In fact, we raised well in excess of our target within the first 12 months and raised almost £7 million by the end of the relationship; exceeding our expectations more than three fold.

The extra money raised has funded a number of projects on top of the workshops for 9,000 carers which are running across the UK, including the provision of 200,000 dementia guides to those newly diagnosed, as well as contributing towards the Dementia Research Leaders Programme, a project aimed at prevention and ultimately seeking a cure, and finally an innovation fund that is encouraging creativity.

The relationships we build with our charity partners have been a key success driver. Working as one big cohesive team, communicating effectively and demonstrating an understanding of each other’s needs and priorities have been essential - as are the enthusiasm and dedication of all of our colleagues, of whom we are amazingly proud.

Lloyds' Graham Lindsay - charities with the ambition to work with corporate partners need to recognise the importance of the significant level of resource required to manage such a partnership.
"Our charity partnerships...not only do they drive engagement and colleague pride across our workforce, they also help us demonstrate the immense value we place on supporting our communities."
Supporting Children in Need in Belfast - while these Lloyds Bank staff are fundraising, not everyone is a fundraiser, so offering other opportunities to participate keeps the partnership fresh and exciting, therefore allowing the partnership to build a lasting legacy.
"Our Charity of the Year team is very visible and takes part in team meetings across the business, motivating, informing and simply explaining how the money raised, no matter how little, will change lives."
"We have learned that when delivering a charity partnership across different functional areas such as our retail branches, corporate business, call centres or head office functions, one size rarely fits all."

Why commit a business to charity

JOHN STYRING, co-founder and chief executive officer of mainly children's book publisher IGLOO BOOKS, writes: When I looked out at the Channel for the first part of our seven-day challenge realising that I was going to have to row across it, I knew it had to be for a good reason. And it was. Our One Big Effort challenge raised £70,000 to help the work of Children with Cancer and gave me and eight brave employees an adventure none of us will ever forget

Together we ran four marathons, cycled from Paris to Calais, rowed across the Channel, ran from Dover to London and finally completed the London Marathon.

The challenge was at times gruelling, especially not knowing what lay ahead; and in the first leg there was an overwhelming feeling that we had all our work ahead of us. Normally at work we have a fair understanding of what’s going to come our way. But this time it was live – and we had an extra energy and sense of jeopardy because of that.

When we eventually reached the finish line (after seven exhausting days), I remember getting multiple “well done” comments and my hand shaken, as if I’d done something amazing. But the really good feeling was in knowing that the truly amazing work of a charity like Children with Cancer would be helped by our achievement.

Just as I could not have made it across the Channel alone, charities need the help of others. Businesses are in the privileged position of being able to support charities and their life-changing work. And it’s a great position to be in when you see how much everyone gets out of it.

We asked our employees and they agreed that charity work was one of the parts of the job that brought them most happiness. Besides an increase in morale and a reduction in stress, our employees who engaged in charity work were happier as they were able to "give something back".

I started these charity initiatives because I’ve always believed that a company which promotes helping others is going to generate a workplace where people feel good about their work – and that can only be a good thing.

The major reason for anyone to “do charity work” is of course to raise funds and support a good cause. But there are additional benefits for your team and the people who take part. I’m convinced you can achieve a more all-rounded and confidence building experience when you’re pulling together for a good cause than you can on any normal away day.

As a fast-growing company, there is always the risk that generating a profit will leave little time for charity work. However, there are always smaller, more accessible initiatives for when you’re starting out. We have now helped raise over £75,000 for the Prince's Trust and £100,000 total for Children with Cancer through fun annual events such as our summer fete, sports days and charity balls.

I chose to undertake the One Big Effort as a “serious” challenge, but it could have been anything. It was merely a vehicle. Every year we push the boundaries further, setting ourselves higher targets and stretching ourselves physically. For us, these challenges are really just another way of doing our bit. And that’s all social responsibility is, really: an ethos of always giving back. Encourage it and you’ll find you get back more than you expect.

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IglooBooks' John Styring - you can achieve a more all-rounded and confidence building experience when you're pulling together for a good cause than you can on any normal away day.

Renewing the engagement of employees in partnerships

Sanofi launched its new Charity Partner initiative two years ago, working with the Teenage Cancer Trust. Over the course of the partnership employees from across the Sanofi Group’s ten UK sites have raised over £150,000, and forged a genuine two-way relationship with TCT. Working in this new way has not only enabled employees to see the impact a longer term partnership can have, but has also fostered a renewed sense of engagement across the company, and has helped build a higher sense of purpose and pride in the work that we do.

Charitable work, particularly with patient associations or medical charities is an important element of all that we do at Sanofi, falling under the broader banner of our corporate social responsibility activities – these are built around the four pillars of: Patients, Ethics, People and Planet. Over the past few years, Sanofi UK & Ireland has focused on taking our CSR work to a new level with the launch of our Sanofi Inspires initiative.

Build understanding

Under the Sanofi Inspires banner, projects help build an understanding and a higher sense of purpose amongst our employees about why they are working for the company and all that we do.

Sanofi has a strong heritage when it comes to working with charities. Traditionally we have done this through a variety of channels, projects and initiatives – typically through our ongoing relationships with patient groups in areas of therapeutic focus close to us.

Of late, we have focused more on more corporate relationships, unrelated to our areas of therapeutic interest, and our Patient Group Bursary Scheme, which launched in 2011, complements these relationships by building partnerships with patient groups in the wider healthcare arena.

Fresh look

The launch of Sanofi Inspires enabled us to take a fresh look at our approach to charity work, and in doing so, we identified a need for a new way of working that would not only generate a genuine positive impact on society, but would also motivate the company’s workforce and the stakeholders they interact with.

The aim was to develop a more meaningful and lasting vision, one that we felt could only be achieved through a longer-term relationship. To this end, we made a decision to move away from what had been our traditional "charity of the year" approach to fundraising and looked to select our first Charity Partner – the Teenage Cancer Trust.

SELECTING A CHARITY PARTNER – FINDING THE RIGHT FIT. Embarking on this important decision, we started by drawing up a set of criteria to help guide the process and which would ultimately help us produce a shortlist of possible partners.

Our starting point was fairly easy – as a pharmaceutical company working with the aim of improving the lives of patients, it was natural that we would want to work with a partner aligned to our own company aims and the work which we do. Having said that, we were clear from the start that the partnership should stand entirely alone from our commercial priorities and that there should be a clear disconnect between the charity partner and our therapeutic areas of focus.

Broad remit

With increased employee engagement as a central driving force behind this new way of working, we felt it vital that the chosen charity not only had a national reach, but a broad remit and appeal. The Sanofi Group has ten different sites operating across the country, so we needed to ensure that the partnership would resonate with employees in all our business units across the UK.

With our shortlist in place, which was compiled over time both from speculative enquiries and from staff suggestions, we decided to put the final decision in the hands of our employees in the form of a vote. In seeking "buy in" from our colleagues from the start, we hoped to build support, endorsement and excitement for the partnership internally.

EMPLOYEE ENGAGEMENT AND A HIGHER SENSE OF PURPOSE FOR SANOFI. The success of our partnership to date has resided in our employees’ engagement, and this has manifested in a number of different forms. From the start and throughout the duration of the partnership we have continued to seek feedback and input from our employees on how the partnership with the Teenage Cancer Trust is valued across the company and how engaged employees feel about the initiative.

Similarly, we are always on the look out from our members of staff for new ideas and recommendations on how we can build on and continue to support the relationship.

Fantastic feat

The first year of our partnership saw employees pull together to raise over £50,00 for the Teenage Cancer Trust, which was a fantastic feat. However, as we approached the second year we focused further on how we could further build on this achievement and, through the partnership, instill a renewed sense of engagement and commitment at a company level.

It was at this moment that the Sanofi 1000 Mile Challenge, our most ambitious fundraising initiative to date, was born. This was a programme developed in collaboration with Teenage Cancer Trust, but was largely the inspiration of Ian O’Hare, Sanofi’s head of internal communication.

Centred around health and fitness activities, the initiative challenged Sanofi employees to collectively raise £100,000 by reaching 1,000 miles on the challenger total: every £100 raised by any employee, friend or family member added another mile to the challenge total. Overall a huge success, employees from all our sites went above and beyond to realise their potential and challenge themselves to go the extra mile, promoting wellbeing and personal growth along the way.

With the support of some corporately arranged activities, employees were encouraged to come up with their own initiatives and to step outside their comfort zone. Over the course of the year, we witnessed a range of impressive and ambitious challenges, from "The Big Monster Sea Swim", a 100 mile team swim in the West of England, to a 60 mile bike ride between the Genzyme head office in Oxford, to our Sanofi head office in Guildford.

Now in our third year of the partnership, it is vital that we keep the momentum going. One way in which we have achieved this is through our dedicated webpage on our Sanofi Inspires website. Regularly updated and designed to be interactive, the site features the latest news and updates from the Sanofi Challenge events, and provides useful information and tools supporting our employees in developing and taking part in their own initiatives.

Sharing success

The site plays a really important role not only in keeping our employees up to speed with progress against the challenge, but provides a means of sharing and celebrating successes and fostering a sense of collaborative engagement with the programme.

Sanofi UK & Ireland has witnessed a good deal of positive change in recent years, most notably with the integration of our companies Genzyme and Merial. Combined with the current economic climate, restructuring and its attendant insecurities have been part of that change, sharpening the need for us to build an esprit de corps.

That some of the fundraising challenges have linked different components of the "new Sanofi" is no coincidence. The partnership with Teenage Cancer Trust has provided our employees with an opportunity to work towards a common goal promoting engagement and collaboration internally.

MAKING THE CHARITY PARTNERSHIP SUCCEED. Working in a true and lasting partnership has enabled Sanofi not only to build long and lasting relationships with the Teenage Cancer Trust, but has also enabled our staff to see the impact of the hard work that they have put into the challenge to date. As well as the fundraising activity undertaken, many members of the Sanofi team have had the opportunity to visit the Teenage Cancer Trust units in hospitals, and to see the real life impact of the hard work that has been put into the programme.

Meanwhile, it is not unusual to see a patient advocate or representative of the Teenage Cancer Trust in the Sanofi offices whether it be giving a talk or working on a secondment!

Two-way relationship

However, in order for a partnership to be truly successful, it is important that it is perceived as a genuine two-way relationship which is nurtured and reinforced over time. On a day-to-day basis our Charity Partner team keep in close contact with the Teenage Cancer Trust, liaising with a dedicated group of account managers. Throughout this relationship, the Teenage Cancer Trust has continued to provide Sanofi with ongoing support for our fundraising activities, whether it be in helping generate media interest in fundraising events, providing celebrity supporters, or by providing advice and guidance to our team on approaches to our fundraising activities.

LESSONS LEARNED. One of our key learnings has been that whilst we recognise that a longer duration Partnership has helped promote a greater sense of wellbeing and purpose amongst our employees, the reservoir of staff energy can be exhaustive! Throughout the duration of the initiative, we have continued to think about how the approach to the partnership can be revitalised to foster a renewed sense of vigour amongst our employees.

Remain fresh

Essentially we have understood that the approach to the partnership needs to continually evolve to remain fresh. As we move into the third year working with the Teenage Cancer Trust, we have reflected on the great efforts put in by our employees over the past two years, and are taking a new approach for year three.

We have already done some fantastic work with the Teenage Cancer Trust and look forward to continuing this successful partnership next year as we embark on a fresh "Challenge". Our fundraising activities will also be bolstered in 2013 with the launch of the Sanofi "Inspiring Communities" programme. This will enable the individual parts of the business to support the health and wellbeing of their local communities, taking the next steps to "going the extra mile together”.

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Ian Weatherhead
Sanofi's Ian Weatherhead – throughout the duration of its partnership with Teenage Cancer Trust the company has continued to think how its approach to the partnership can be revitalised to foster a renewed sense of vigour amongst its employees.
"…we identified a need for a new way of working that would not only generate a genuine positive impact on society, but would also motivate the company's workforce and the stakeholders they interact with."
Sanofi Group
Making the point within the company and to the world at large – employees from all Sanofi's sites challenged themselves to go the extra mile, promoting wellbeing and personal growth along the way.
"…we are always on the look out from our members of staff for new ideas and recommendations on how we can build on and continue to support the relationship."
"…The partnership with Teenage Cancer Trust has provided our employees with an opportunity to work towards a common goal, promoting engagement and collaboration internally."

Ensuring corporate philanthropy partnerships work

A McKinsey global survey on "The state of corporate philanthropy" (2007) established that the majority of CEOs surveyed agreed that generating high returns for investors should be accompanied by broader contributions to the public good. This demonstrates that the global business community has embraced the idea that it plays a wider role in society.

Increasingly businesses are publically scrutinised and investigated for unethical behaviour, as seen recently with banks and newspapers, and they are turning to charities to help them repair public relationships and build positive reputations.

Businesses recognise that they can build stronger relationships with their stakeholders through charitable alliances and cause related marketing, which can lead to their business realising bigger profits. Businesses want to demonstrate how their core products and services have the power to make a positive impact.

A report by Edelman (2012) found that 76% of global consumers believe it is acceptable for brands to support good causes and make money at the same time; this is a 33% increase globally from 2008. There are advantages for the charity involved too. After all this should be a mutually beneficial partnership, the most obvious of which are the financial benefits.

A carefully planned project can raise significant funds. Campaigns can involve creating and selling specially branded products, licensing the charity's "assets" and running co-branded events, all of which can bring in a substantial amount of money from consumers and supporters. The publicity and advertising that comes alongside a good project is invaluable.

Choosing the right partner

Choosing the right charity partner is crucial in implementing a successful partnership. There was once a time when partnerships were formed on the basis of the CEO's personal preference. Interactions between a charity and a corporation involved a ceremonial handing over of a big cheque and a hand shake; with the business leaving the brief relationship satisfied that the donation had provided itself and the charity with a good return on investment.

This strategy no longer serves businesses. Not unlike a good marriage, having the right partner can be blissfully fulfilling, with opportunities for both partners to retain their own identity and have their mutual needs met. However, choosing the wrong partner can result in an unbalanced relationship at best or an ugly divorce at worst.

Ensuring successful partnerships

Successful partnerships stem from satisfying a number of key requirements:

ALIGN VALUES. Finding a charity whose work and values are reflected in the company's mission is an important first step. Support of any charity is a good move, but finding one which complements its vision and its customers' values will maximise the rewards for the charity and the business. The charity should end up providing corporate initiatives with credibility and contact with customers and community to create a critical mass, addressing and advancing the issue.

The most powerful programmes are also "leader-led". Consumers want to see values-based leadership from companies and brands with a long term commitment to addressing societal issues.

The link between the two must be easy for potential supporters to see, otherwise it may be viewed with scepticism. It is not necessarily a bad thing to turn down a partnership if a link doesn't make sense as reputations could get damaged and a good cause could end up being perceived negatively. For example, in 2011 RBS announced that it would not be sponsoring Climate Week 2012 following accusations from campaigners of "corporate greenwashing" and hypocrisy due to RBS' involvement in financing high carbon and polluting industries.

Being wary of corporations

AVOID SCANDALS. Even if a link seems to fit, reputations can still be harmed through a corporation's actions, both past and present. In July 2011 British tabloid News of the World offered charities free advertising space in its final edition. However, rather than jumping at the chance of free publicity, a large number of charities, including Water Aid, RSPCA, Action Aid and the Salvation Army, rejected the offer.

Several charities were quoted as saying that it would have been inappropriate to take up the offer with the potential of upsetting their existing supporters. Keeping up to date with a business' actions and public image is essential both before and during a relationship. If something arises it may be a good idea to avoid or end a partnership.

BUILD RELATIONSHIPS. As with any business relationship, the more the parties know about each other the better they work together. Relationships between charities and corporations are becoming more sophisticated. For example, the NSPCC has appointed a panel of law firms. Identify a trusted adviser, be it lawyers, accountants or bankers, and ensure that the advisers get to know your charity and what you do so that they are well placed to assist when needed.

Long term impact

FOCUS ON CAUSE RELATED MARKETING. Cause related marketing shouldn't just be a short term solution for raising quick funds; it should also be about raising long term awareness and supporters. To achieve this, the partnership will need continuous commitment from both sides, and as teams work closely together it is important for them to understand how each other works.

PRODUCE TRANSPARENCY. It is critical to adopt a mind-set of genuine partnership and collaboration. This means not treating charities like suppliers, but like equal partners. It means companies not directing partnership activities at the charity, but rather with it. It means not concealing "selfish" objectives but being transparent about corporate goals. Most importantly, it means finding an issue of common concern that collaborative activities can be based on.

ACHIEVE EMPLOYEE ENGAGEMENT/RETENTION. Employees often perceive companies with strong community involvement as more attractive, giving a sense of pride. Companies have identified that there is an improvement in employee morale and commitment, fostering of talent through skills development, recruitment and relationships with communities.

DEVELOP CREATIVITY. According to Douglas Rouse, corporate partnerships director of Save the Children, it is important to keep partnerships with businesses fresh and creative making sure there is multiple engagement at multiple levels as it is important to bring the cause to life regularly. In order to make maximum impact, it is important to work on new and innovative ideas. Consumers and supporters need to see something different and interesting in order to give their full attention.

Example of success

An example of a successful partnership is one forged between Harrogate Spa and charity Pump Aid. By using existing brand presence from the Harrogate Water brand the partnership decided to develop a completely new bottled water brand solely to raise money for continuous water projects in Africa. The partnership established the Thirsty Planet brand in 2007.

Harrogate Spa's marketing budget was used in the planning and marketing of the specially created brand, with clear and cause related branding being designed and then promoted across various media platforms, including a strong social media campaign. Every bottle of Thirsty Planet water sold guaranteed a fixed donation to the charity Pump Aid. It's the equivalent to each bottle guaranteeing to provide 5,000 litres of clean water to designated projects in Africa.

The "Donation Guarantee" created is fully transparent as it is not dependent on profitability or how much the retailer sells. It was recognised there was a clear business benefit. Paul Martin, managing director of Harrogate Spa, says: "Sales grew 400% by associating my product with a good cause".

The partnership is still running successfully today, with over £1.4m being raised in the past four years. Consumers are able to watch the progress of Thirsty Planet via the website, which is updated regularly with the running total and the number of pumps that have been installed. Such a case study proves that when the right charity and business work together, consumers and supporters will listen and respond.

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Duncan Parker
Ethical Goods' Duncan Parker – choosing the wrong partner can result in an unbalanced relationship at best or an ugly divorce at worst.
"Even if a link seems to fit, reputations can still be harmed through a corporation's actions, both past and present."
Thirsty Planet packet
An example of clear and cause related branding being designed and then promoted across various media platforms.
"…it is important to keep partnerships with businesses fresh and creative, making sure there is multiple engagement at multiple levels…"
M&G Investments advert

Forming better corporate partnerships

When charities focus on income generation they will more often than not get to the stage where they will ask themselves the question, "How can we get more corporate partnerships?". In an increasingly tough funding market, no-strings funding from a business with deep pockets can feel like the Holy Grail. As you can imagine, the reality is more complicated than it might first appear.

Here are some top tips for attracting, retaining and getting the most out of your corporate partners.

What you can offer

OFFER A SERVICE. Start thinking in terms of the service you as a charity can provide the company, and not only in terms of the company offering you philanthropy. Because repeat donors are the most profitable and rewarding, you want a long term relationship with a company. Whilst many companies nominate a "charity of the year", and it's lovely to be one, this by definition is always likely to be a short term relationship.

Great corporate partnerships are mutually beneficial. For a company, working with a charity can be a major contributor to organisational development, staff retention and team development. So as a charity work with potential partners to understand what their challenges and strategic plans are, and see what you can offer that meets both your needs and theirs.

Meet potential partners

It's also worth attending open days for large contracts which are due to be procured – you'll find details of them on sites like The Chest (the North West local authority procurement portal) – and by being on the mailing list for your local authority procurement team. The contract may be beyond your reach, or cover more services than you deliver- but it's a great way to meet potential private sector partners who may be motivated to work in partnership with you.

THINK WIDER THAN THE CSR TEAM. Corporate Social Responsibility (CSR) is the department within a company which is responsible for delivering the organisation's role as a corporate citizen. It will be the hub for most charitable partnerships and donations. However, they are also the most in demand, and in some cases will receive thousands of requests per week.

There is increasing pressure on private sector organisations to include third sector organisations within their supply chain, and an increasing recognition that external relationships with different organisations can add much to the knowledge and innovation capital of a team.

Talk to different departments

Work out how what you do can contribute to a company and consider which teams it may impact: talk to HR, Research and Development, Procurement and even Product Development. One has seen great success in the past where charities are able to tie their activity to a company's business development goals, especially around public sector procurement.

Many large corporates are significantly dependent on their ability to secure public sector projects which are competitively tendered in a very tough market. Being able to prove why they, as a public sector partner, offer significant social value can be a powerful differentiator – if your charity can help them do this they'll be willing to talk.

Great examples of this are where charities partner with building firms to offer services in new developments. Social firms and charities offering supported working placements can be a great value-added option to run cafe's or catering operations. This is widely done in the market – but too often the impetus comes from the private partner who then has to scrabble to find the right charity for the role.

LESS IS MORE. With new partnerships quality definitely beats quantity. Spend time working out the type of partner you would like, what you have to offer to them, and how a partnership might look, and then make contact. Blanket mail-outs or generic communications are unlikely to get you the result you want.

CHOOSE YOUR HOOPS. In order to create a successful corporate partnership there needs to be a very clear understanding from each side about what the organisations are seeking to gain. I would suggest that all such partnerships start with a document from each side outlining the aims and aspirations for their own organisation.

In many cases, for the partnership to be truly successful, from the corporate partner there will be some expectation around outcomes delivered and impacts measured. Charities are no strangers to the world of reporting, impacts, outputs and outcomes – but as with more traditional funders, there is a risk of unintended consequences.

Be comfortable at the outset

If you are only going to apply your assertiveness in one area, make it this one – really be sure that the things you are being asked to measure truly fit with your organisational strategy.

Whilst seeing the best in people is a great characteristic, imposed goals and targets have been shown to increase the risk of unethical behaviour.

If a target could incentivise you to tackle easier cases in preference to harder ones, or to choose one type of an outcome over another – no matter how unlikely you think that is to happen in practice, I would advise that you don't accept that target.

One great horror story from my own experience in this area was an environmental charity which partnered with a large plc to help it improve its environmental outcomes. One of the key performance indicators which was in operation for this partnership was an aim to "increase the volume of paper recycled". I'm sure you don't need further explanation to see how that target could lead to an unfortunate environmental mis-step.

THINK BEYOND THE MONEY. A very relevant survey (Corporate-NGO Partnerships Barometer 2011) published by corporate social responsibility firm C&E ) revealed that only 38% of the surveyed charities agreed that non-cash support could be of significant benefit, whereas 71% of businesses felt that it could. This clearly presents some opportunities for charities which are willing to think more widely about how corporates support them.

For instance, a furniture re-use charity recently we was able to get a great deal on some key equipment, but using the purchasing power of a corporate partner – the value of the discount amounted to a significant donation to funds.

More productive pro-bono

Pro-bono support has gained a slightly damaged reputation recently because sometimes it has seemed a little misdirected – having hordes of corporate employees parade through your facility to repaint a room may not be up your street. However, it could work more effectively if it was better directed in the first place. How much money could you save if a corporate partner undertook your book keeping rather than you outsourcing it to a private firm?

The same survey revealed that the corporate partnership between M&S and Oxfam was one of the most admired. In this partnership people donating to Oxfam receive a money-off voucher from M&S.

It's clear in this example why the partnership works so well. Retailers often use vouchers as part of their marketing – and benefit when people choose to shop in their stores in order redeem the voucher. Are you thinking creatively enough about where the opportunities for partnerships are?

Tackled confidently and strategically, building a relationship with a private sector organisation can bring huge benefits to both parties; but the benefits only come when appropriate time and thought are invested on both sides of the arrangement, and when each party is clear of the benefits they'll gain.

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Isla Wilson
Ruby Star's Isla Wilson – to make yourself attractive start thinking in terms of the service you as a charity can provide the company, and not only in terms of the company offering you philanthropy.
"…work with potential partners to understand what their challenges and strategic plans are, and see what you can offer that meets both your needs and theirs."