Sauder Unlimited presents Corporate Development 101 Corey Wong

Sauder Unlimited presents… Corporate Development 101 Corey Wong President of Biz. Tech (2015 -2016)

Table of Contents Overview (1 min) Background Workshop Goals Intro to Corporate Relations + New Initiative Development (30 min) What is CR? Why CR? CR “Life Cycle” + New Initiative Development Key Documentation Questions? (3 min) Now it’s your turn! (15 min)

Background CUS Club Experience Biz. Tech Corporate Relations 20 corporate sponsors CR Portfolio of over $10, 000 Bring Major New Players to UBC including: IBM, Deloitte, Riipen, Microsoft

Workshop Goals Context: Link Corporate Relations to New Initiative Development Insight: The “Corey Wong” Approach Key Takeaway: Partnership NOT Sponsorship Corporate Relations is a Continual Process

Intro to Corporate Relations

What is Corporate Relations? Sponsorship vs. Partnerships What does this look like within YOUR organization?

What is Corporate Relations? $ Impact to Target Audience

CR Life. Cycle 101

Corporate Relations Life Cycle Opportunity Recognition Requirements Gathering Contact Company Meeting 1 (Requirements) Proposal Development Meeting 2 (Proposal) Meeting 3 (Mutual Agreement) Meeting 4 (Implementation Strategy)

Opportunity Recognition What How is an opportunity? (scope = club) do we recognize an opportunity? Alignment to your club “value proposition”

Requirements Gathering Be prepared to do some research on your potential partners = professionalism Key Sections: Background Company Past information on a company goals and motives partnerships, joint events / initiatives etc. What is the best way to contact them?

Contact Company List of contacts Keep it well documented (consistent documentation formatting is key)

Meeting 1 (Requirements) Before meeting: Prepare background research + questions During meeting: Requirements Gathering Key Goals: Confirm Company Goals Understand Confirm corporate constraints and limitations potential partnership interest from company Setup Followup Meeting + Communication Channel

Meeting 2 (Proposal) Before meeting: Create a proposal During meeting: Present and discuss proposal Key Goals: Adjust proposal in order to align goals of company with goals of your club Add all relevant notes and confirm suggestions made by company Setup followup meeting and mention nature of meeting (to confirm proposal and establish responsibilities)

Meeting 3 (Mutual Agreement) Before Meeting: Create Final Draft of Memorandum of Understanding (MOU) During Meeting: Finalize Proposal + Discuss MOU Key Goals: Approve final version of proposal Review and make adjustments to MOU to ensure clear delegation of responsibilities Setup Followup Meeting to ensure finalization of responsibilities and discussion of implementation strategy

Meeting 4 (Implementation Strategy) Before Meeting: Prepare Implementation Timeline During Meeting: Finalize the Implementation Timeline How are you going to delegate, manage and execute on a project in order to be successful Key Note: Focus on transparency and ensuring this is clearly outlined and detailed

Key Documentation

Corporate Relations Documentation Note: Every meeting should include Meeting Agenda as well

Background Research Document Sections: General Mission About Statement Corporate Past Key Goals Company History – Student Engagements Contacts + Contact Information

Proposal Document Outlines what your proposed partnership / collaboration is on a HIGH LEVEL Key Tips: Should be easy to read + transparent Understand Enable Make your potential partners’ needs: partners to clearly see value of partnership it as easy for potential partners to say “yes” to your proposal.

Proposal Document Key components (refer to template) Overview Purpose Benefit Logistics Division of Responsibilities (Additional Requirements) Proposed Implementation Timeline

Memorandum of Understanding More “professional” and detailed version of your proposal Should outline key responsibilities by each party + the scope of each party’s work

Memorandum of Understanding Key components (refer to template) Purpose & Scope Responsibilities (divide by each component of your partnership) E. g. divide by “Marketing” responsibilities + “Logistic” responsibilities Funding Responsibilities Effective Optional: Date Signed Section

Implementation (Milestones, Timeline, Deliverables) Milestones + Timeline (Corporate Engagement) https: //docs. google. com/spreadsheets/d/12 yu. L 6 ZX 2 mbumx 9 Bas 25 r. KV 4 xf 3 h. O 9 SQty. BI 9 BLj 3 So/edit? usp=sharing

Tips + Other Goodies

Key Tips Understand your target audience Includes your members, subscribers, and partners Listen to your corporate partners and to your teammates, but know when you need to put your foot down Hold yourself accountable to your stakeholders + promises. Meet your deadlines + add buffers. Communication is KEY (both partners + teammates) Establish ground rules early, set expectations from the very beginning

Final Thoughts: 1) Make it YOUR OWN APPROACH 2) Partnership > Sponsorship 3) Corporate Relations is a Continual Process

Questions?

Live Examples / Practice Split into Groups of ___ Develop Key Documentation for CR + New Initiative Development for any company you would like to partner with Proposal Memorandum of Understanding Implementation Strategy