I’m often asked what it takes to be a good partner to in the business community. To find good partners, you must be one. It makes sense but it’s often easier said than done.

I’ve put together a framework I use when I’m trying to identify good partnering opportunities for my clients. I thought it might be helpful to share it here and see what I could do to improve my partnering skills.

First, I research my potential partners. I review all the material I can find; reviewing their web sites, looking at their social media presence, following them on all the different social networks. I use my Xeesm application to see how many different people I may know that are in their circle of influence. During this time I’m also looking for clues that might help me better understand who they are and what they are trying to accomplish with their cause. Most of my nonprofit partners have the same challenges we have on the corporate side. They need more resources, they need to provide their employees more challenges, they need to get their volunteer up to speed, they could use help in their fundraising activities. They aren’t always certain if they want to be involved in social media.

Now what do I do with the information I’ve gathered? My second step is to put it in a profile. I try to monitor it at least 3-5 times a week. In a very short time, I will be able to determine what I might be able to help them with. I also begin identifying the right person or people to talk with about their challenges. At this stage, I’m looking for someone who might be able to open the door for me. I might share my interest with professional associates who may know someone within the target organization. I also ask these people what they think about the target organization. Have they, or anyone they know, tried to work with the group. What were the results or what frustrated their efforts in their own attempts. This gives me an opportunity to better understand what difficulties I might run into. It also gives me a stronger relationship with my network. I’m looking for their advice and expertise in a way that builds the foundation of a great relationship. You cannot believe what you can learn from others when you ask then listen to what they say. When I complete this phase, I might check back in with the people with whom I started my conversations. I close the loop and thank them for their introductions. I might also ask them if they’d like to grab lunch or some time at the Zoo with me. Many of my best clients love taking pictures and love to improve their photography.

Third, after reviewing all the material I’ve assembled I decide if I want to invest my time in the nonprofit. There are many nonprofits that need assistance but only a small number that I can actually impact in a way that is beneficial for both them and me. I’ve worked with many great non profits over the past 30 years, but I’ve made the biggest contribution where I can add significant value to the partnership. I know what I do best and I also try to make sure the group is ready for my help. There is nothing more frustrating than trying to help and not making progress in reasonable time. Notice I say in reasonable time. In my corporate life I’m used to making faster decisions and being responsible for the results. In the nonprofit world I’ve learned to take my time building trust and understanding before becoming totally invested in the nonprofit. This has allowed for faster results but also allowed for less frustration on both sides of the partnership.