Supporting Successful Vendor Partnerships - Cindy Hogan/Camille Thompson, Christian Living Communities

Supporting Successful Vendor Partnerships

Christian Living Communities ministers to senior adults through a continuum of services and care that reflects Christian love, respect and compassion, and that

enriches the quality and dignity of life for each individual.

CLC BackgroundC C c g ou d

• Our history• Milestones

• Important Partnershipsp p

Partners That Do Not Match

Choosing Your Dance Partner: Forming successful t hi f th b i ipartnerships from the beginning

• Not all vendors become partnersS d i d• Some vendors are a one-time dance

• Reserve partnership for those who earn it

Distinctions Between V d d P tVendors and Partners

Vendors Partners

Transactional Focus on service over the long term

Sell a product or service Seek to understand and craft solutions

When does a vendor become a partner?

Vendor/Partner ContinuumCooperation Coordination CollaborationCooperation Coordination Collaboration

Vendor Friendor Partner

- Initial Transaction- Contracting

- Customer Expectations

- Joint Outcomes- Metric Building

- Mutual Education

- Shared Visioning- Mutual Expectations- Integrated Strategy

High Degreef C ll b iof Collaboration

Degrees of Mutual Involvement Increase

Low Degreeof Collaboration

Trust Intensity/ScopeStrategic Linkages Time/DurationProactive Communication Business Transparency

Mission/Vision/Values

Partnership in Dininge s p g

Moving Together

Staying in Step: How to align the partnership successfully th h i i l d ltthrough mission, values and culture

• The transaction stage – moving beyond the first dance• Examining mission, values and culture

• “Can we work together successfully over the long t ?”term?”

Mission is Sacred

Culture is UniqueCu u e s U que

Collaboration CultureCo bo o Cu u e

Actuality

Collaboration Control

Personal Impersonal

Cultivation Competence

Possibility

Adapted from CorporateAdapted from Corporate Development Group

Partnership in Sales and Marketing

Helping Each Other Up

New Choreography: Remaining successful through hchange

• Downturn in 2008• Requirement of new directions and skills

• Scenario planning• Scenario planning

Keys to the FutureKeys to the Future

• Home Delivery Services• Technology• Technology

• Greater Fundraising Capacity• Products for Moderate Income Seniors

• Partnerships

Partnership in the Changing Landscapee s p e C g g dsc pe

Developing Partnershipseve op g e s ps

• Practicing Transparency• Energy Exchange Development• Energy Exchange Development

• Partners Identified

Questions?Questions?