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

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

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

4. 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

5. Intro to Corporate Relations

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

7. What is Corporate Relations?  $  Impact to Target Audience

8. CR LifeCycle 101

9. 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)

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

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

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

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

14. 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)

15. 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

16. 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

17. Key Documentation

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

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

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

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

22. 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

23. 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 Date  Optional: Signed Section

24. Implementation (Milestones, Timeline, Deliverables)  Milestones + Timeline (Corporate Engagement)  https://docs.google.com/spreadsheets/d/12yuL6ZX2 mbumx9Bas25rKV4xf3hO9SQtyBI9BLj3- So/edit?usp=sharing https://docs.google.com/spreadsheets/d/12yuL6ZX2 mbumx9Bas25rKV4xf3hO9SQtyBI9BLj3- So/edit?usp=sharing

25. Tips + Other Goodies

26. 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

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

28. Questions?

29. 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