Maximizing Partner Relationships for Business Success

1. Best Practices Maintaining Prospective and Current Partner Relationships USCA Fall 2010

2. What are we doing now?

3. Prospecting sources • Alumni • Chamber of Commerce • Sponsorships and relationships with other organizations (SMEI) • Advertisements • Marketing materials • Brochures • Videos • Social media • Web • Students make sales calls (Terry will discuss) Prospective Partner Relationships USCA Fall 2010: Baylor University

4. Logistics? _______________________________________________ _______________________________________________ _______________________________________________ • Other? __________________________________________ __________________________________________ __________________________________________ Prospecting sources/External organization relationships USCA Fall 2010: Baylor University

5. Logistics? _______________________________________________ _______________________________________________ _______________________________________________ • Other? __________________________________________ __________________________________________ __________________________________________ Advertising/marketing materials? USCA Fall 2010: Baylor University

6. Membership Price Structures

7. Smaller, more intimate, events for students and Partners • Use Advanced Students for Account Management • Adding benefits from Media site for corporate partners • Competitions • Sales Job Fair • Sales Recognition Dinner sponsored in some fashion by our corporate partners • Involvement in the classroom • Sales symposium • Encourage to take advantage of all the benefits at the various levels of involvement and up sell • Create single point of contact for easy communication • Require partners to allow sales shadows: require sales shadows • Distribute resumes of all sales students: require resumes in all sales classes • Allow access of all role-plays to partners • Use of Center Web Site • Monthly Newsletter Current Partner Relationships USCA Fall 2010: Baylor University

8. Examples: Bowling, movies, career development • How to get students involved? ______________________________________________________ ______________________________________________________ • Other ideas for small, intimate events? ______________________________________________________ ______________________________________________________ Smaller, intimate, events. USCA Fall 2010: Baylor University

9. Logistics? • Assign accounts • Student Reports – weekly • Communicate events through students • Other? ________________________________________________ ________________________________________________ ________________________________________________ Advanced Students: Account Management. USCA Fall 2010: Baylor University

10. Partner Career Opportunities • Partner Web Site Links • Partner Bios • ______________________________ • ______________________________ • ______________________________ • ______________________________ • ______________________________ • ______________________________ Benefits from Media Site USCA Fall 2010: Baylor University

11. Partner Involvement • Judges • Buyers • Small career fair • ____________________________________________ • ____________________________________________ • ____________________________________________ • Other? _______________________________________________ _______________________________________________ Competitions USCA Fall 2010: Baylor University

12. Logistics? _______________________________________________ _______________________________________________ _______________________________________________ • Other? __________________________________________ __________________________________________ __________________________________________ Sales Job Fair USCA Fall 2010: Baylor University

13. Logistics? _______________________________________________ _______________________________________________ _______________________________________________ • Other? __________________________________________ __________________________________________ __________________________________________ Sales Recognition Dinner USCA Fall 2010: Baylor University

14. Guest Lecture • Topical Full presentation • Discussion participant • Role-Play Judge/Participant • Other? _______________________________________________ _______________________________________________ _______________________________________________ Classroom Involvement USCA Fall 2010: Baylor University

15. Logistics? __________________________________________ __________________________________________ __________________________________________ • Other? __________________________________________ __________________________________________ __________________________________________ Sales symposium USCA Fall 2010: Baylor University

16. Communication? ________________________________________ ________________________________________ ________________________________________ • Ideas? ________________________________________ ________________________________________ ________________________________________ Take advantage of all benefits USCA Fall 2010: Baylor University

17. Develop additional relationships within organization. • Other? _____________________________________________ _____________________________________________ _____________________________________________ Single point of contact USCA Fall 2010: Baylor University

18. Advanced students shadow 1-2 partner salespeople • Assign one and allow to choose another • Partners in class during presentation of report • Other? _____________________________________________ _____________________________________________ _____________________________________________ Require sales shadows USCA Fall 2010: Baylor University

19. Require all sales students to submit electronic resume • Distribute resume CD to all partners • Other? ___________________________________________ ___________________________________________ ___________________________________________ Distribute resumes USCA Fall 2010: Baylor University

20. On-line – dvd? • Other? _____________________________________________ _____________________________________________ _____________________________________________ _____________________________________________ Access to all role-plays USCA Fall 2010: Baylor University

21. Logo • Link to org. web site • Career opportunities • Other? ___________________________________________ ___________________________________________ ___________________________________________ Use of Center Web Site USCA Fall 2010: Baylor University

22. Monthly events • Partner insights/articles • Partner bios/ corp. & individual • Other? ___________________________________________ ___________________________________________ ___________________________________________ Monthly Newsletter USCA Fall 2010: Baylor University

23. ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ Other Discussion USCA Fall 2010: Baylor University