X

Hi [Name]!

Here’s an outline of all the ways I think I could support [COMPANY], with some ideas of indicative costs, timescales etc.

Of course this is only based on a brief meeting and so everything can be completely tailored to what you would need.

At the bottom of the page is a bit more generic info / testimonials, so I hope you enjoy / find everything you need – but please shout if not, and look forward to speaking soon.

-Dave

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The Potential Scope

There’s quite a lot of content here, but it’s because there’s a wide range of support. Any of this can be pieced together in any order you wish and this page is meant to frame our next discussion rather then act as a proposal.

I’ve split each area out to its own unique section for ease of digestion!

Partnerships

Getting you working strategically with organisations and individuals who have a vested interest in referring your ideal clients, at the ideal time to buy, on a consistent basis.

Different services you offer, or sectors you target, may have different requirements - but the process of what need to be considered remains the same.

The DANCE Framework

Our framework for strategic referral partnerships consists of 5 different routines, each with their own steps. It’s been honed over many years of practical, on the floor, experience. Based on some big success, but then also mistakes either made or, more often than not, having been on the other end of when we were the party responsible for providing leads.

The Who and The Why? - Defining your Ideal Partners, and Your Partner Value Proposition
In our first 2 sessions we are diving into Discovery: the D in the DANCE framework. There’s 3 main things to think about here and it sets up everything else that we work on:
Why are you partnering? We need to be crystal clear on the outcome you’re looking to achieve. If that’s lead generation how highly qualified do you need the leads to be, and at what volume? We need to know what a successful partner program looks like for you so we can help you achieve it.
Who’s your ideal client? Again, we need to be as specific as possible, if we don’t know who your ideal (or chosen target) client is, how can we uncover who the perfect partner is?
Who is your Perfect Partner? It’s not about saying we won’t work with anyone else, but about really identifying where we focus our proactive efforts. Where they’ll pass the right quality of lead, at the right volume, and at the right time. It’s much more than just having the right audience for you; it’s about the nature of their relationship, how they communicate, their values, and so much more.
We’ll not only uncover who they are, but the real value proposition to them working with you. The value proposition allows you to engage with potential partners quickly and effortlessly.
The first session is typically slightly longer than a half day, with a shorter follow up session to make sure we’re all happy with the decisions before we move forwards.
This is the most interactive, and sometimes challenging, part of the process, but also the most powerful.
The How - Systems, Processes, and Communication
The next tow session move into the Assembly and Nurturing parts of the programme. A and N in the DANCE framework.
Session 3 - Assembly:
For a partnership programme to flourish, and then scale, you need to ensure you have the behind the scenes set up in order. From systems and processes to software and personnel, we’ll make sure no stone is left unturned so you can be sure of delivering a consistent level of service to your partners.
This is also where we look at how and when we reward partners for their efforts.
The simple things really do matter, get this wrong and your partners will immediately lose trust, get it right and you’ll have partners for life.
You may not be ready to have everything in place on day 1, but we’ll ensure there’s a road map to best in class that will serve you well along the way.
Session 4 - Nurture:
Your partners could be more important than the majority of your customers, so we need to make sure you treat them as such.
Communication is key and we’ll look at the various channels each partner type will need to ensure a rock solid relationship is formed that only builds over time.
From setting expectations at outset, and a seamless onboarding process; to reviews and regular updates that keep you front of mind, and the partnership moving in the right direction.
It’s about getting the right mix of automation and personal contact. Functional messages and value add communications. Formal reviews or forming relationships.
We’ll ensure your partners are left feeling loved, valued, and informed; so that when they’re approached by other potential partners there’s not even a thought in their mind about working with anyone but you.
The When and The Where - Sales & Marketing Support for Partners
We’re then into Connection. C in the DANCE framework.
A successful partnership doesn’t just happen. You need to help your partners connect their audience to you. Do the heavy lifting, make it easy for them, and you’ll reap the rewards.
Don’t, and you may well find your partnership experience an underwhelming one.
Depending on the partner and how they engage with their audience you’ll need to provide the right level of support.
Is this internal marketing support?
Partner facing materials where you share the benefit of your experience to enhance the ability of the partner and their team to refer you.
Or
Is it more outwardly, customer facing support?
All the materials and activities your partners can use to connect you with their audience.
From static materials like sales emails, to more immersive experiences like events.
We’ll look at all this and more, including how you can really integrate your offering into your partners processes so the lead generation process happens almost automatically.
The Now - Programme Launch
Time to Engage. The E in the DANCE Framework.
With confidence in both the existing offering, and the road map to an even stronger partner programme, it’s time to build your partner acquisition strategy.
Using the value proposition we identified during the Discovery stage we’ll cover how to get your first partners on board, how to then leverage them and your network to grow your partner base, before looking at advanced strategies to really scale your programme when the time is right.
Within this we’ll look at the supporting materials and messaging required - but by this point it’s all systems go.
There’s a simple 3 step process will provide you with all the partner leads you need to grow your programme.
This is where we look at leveraging everyones existing networks, make the most of low hanging fruit, but also build a longer term strategy

How Can It Be Delivered?

These up to ½ day sessions can be in person, online, or hybrid depending on who needs to be involved.
All are very interactive, with a mix of coaching and consultancy, and during the sessions we’ll set out a roadmap of the actions to be undertaken - both immediate and in the future as things scale.
As we go through a full framework document is built which is updated and shared as we progress. The focus is very much on implementation.
With regards to length of time between sessions in my experience fortnightly works best for a mix of implemention time but still maintaining momentum.

Costs

Price for this full project (and subsequent supporting documentation that allows for replication across other partner channels) starts at £7500 + VAT

Referrals

Often the first piece of work I undertake with clients due to the lower investment of time and resources, and the often quicker wins. It’s about helping businesses work with greater intention to increase referrals from all areas.

Key to this is building a culture of referrals within the team. This comes from tackling any people issues with blocks around requesting, receiving and responding to referrals, and then the systems and processes that help embed these behaviours so that it becomes second nature.

Here’s an overview of what would be covered:

Why

Understanding the blocks as to why referrals aren’t being requested or converted, and reframing the mindset so this is no longer an issue. Also recognising the various reasons why someone wants to refer in order to be able to better engage with them.
When

The key to getting referrals is to ask at the right time. We’ll look through the Pugh Computers customer journey, starting from their first contact, to pinpoint the ideal times that referrals could be requested and potentially highlight new opportunities to add value and create the ‘wow’ moments that facilitate referrals.
How

From the tone of voice and the words the team use to request introductions, to how these personal requests are supported in a digital format. Also what we’re actually asking for. Clarity, and ease, is key when asking others to do something for us. We’ll also look at how referral leads are handled, and how those who make referrals are communicated with and rewarded - the most important piece in getting repeat referrals.

How Can It Be Delivered?

Again this work can be done online or in person, but a mix of the two typically works best.

More often then not there’s a strategy session with leadership team, followed by future sessions with the wider team, and then some ongoing support to really embed both the processes, but the behaviours.

Costs

Prices start at £1470 depending on volume of work.

Internal Referrals

This is a half-day session where we map out some systems and processes to ensure you’re making the most of the opportunity within the larger organisations you work with in a way where everyone benefits.

As ever; super practical, all the supporting information you need to take action, and some post session accountability to make sure that action happens.

Outcomes

Like any marketing activity, we can’t guarantee end results, but we absolutely set targets, as we always aim to exceed what success looks like for our clients.

What we can promise is that you and your team will have all the tools, frameworks, and skills needed to make the most of word of mouth introductions from simple referrals through to long term partners.

You’ll get extensive documentation that allows you to repeat the work we do together in future, along with action summaries and roadmaps so that the pathway to implementation, and ultimate results, is a clear one.

Most people we work with begin to see the consistent positive results of their partnership efforts within 3 months, but early wins can come much sooner – and with the referral work it can be almost instantaneous if implemented.

The aim is for the return on your investment of time and money to be repaid as quickly as possible, leaving you to reap the rewards for many years to come.

Next Steps…

It would be great to continue the conversation and see which pieces of this would add most value, and just how I could support you in taking advantage of the opportunity. You can let me a know a good time for this by dropping a message to dave@collaborationjunkie.com or call on 07904 330628.

There’s also a bit more information below which includes a bit more about my background, and some client testimonials.

The DANCE Framework

Our framework consists of 5 different routines, each with their own steps. It’s been honed over many years of practical, on the floor, experience. Based on some big success, but then also mistakes either made or, more often than not, having been on the other end of when we were the party responsible for providing leads.

There’s 3 main things to think about here and it sets up everything else that we work on:
Why are you partnering? We need to be crystal clear on the outcome you’re looking to achieve. If that’s lead generation how highly qualified do you need the leads to be, and at what volume?
We need to know what a successful partner program looks like for you so we can help you achieve it.
Who’s your ideal client? Again, we need to be as specific as possible, if we don’t know who your ideal (or chosen target) client is, how can we uncover who the perfect partner is?
Who is your Perfect Partner? It’s not about saying we won’t work with anyone else, but about really identifying where we focus our proactive efforts. Where they’ll pass the right quality of lead, at the right volume, and at the right time. It’s much more than just having the right audience for you; it’s about the nature of their relationship, how they communicate, their values, and so much more.
We’ll not only uncover who they are, but the ‘Real Why’ to them working with you. The value proposition which allows you to engage with potential partners quickly and effortlessly.
For a partnership programme to flourish, and then scale, you need to ensure you have the behind the scenes set up in order. From systems and processes to software and personnel, we’ll make sure no stone is left unturned so you can be sure of delivering a consistent level of service to your partners.
This is also where we look at how and when we reward partners for their efforts.
The simple things really do matter, get this wrong and your partners will immediately lose trust, get it right and you’ll have partners for life.
You may not be ready to have everything in place on day 1, but we’ll ensure there’s a road map to best in class that will serve you well along the way.
Your partners could be more important than the majority of your customers, so we need to make sure you treat them as such.
Communication is key and we’ll look at the various channels each partner type will need to ensure a rock solid relationship is formed that only builds over time.
From setting expectations at outset, and a seamless onboarding process; to reviews and regular updates that keep you front of mind, and the partnership moving in the right direction.
It’s about getting the right mix of automation and personal contact. Functional messages and value add communications. Formal reviews or forming relationships.
We’ll ensure your partners are left feeling loved, valued, and informed; so that when they’re approached by other potential partners there’s not even a thought in their mind about working with anyone but you.
A successful partnership doesn’t just happen. You need to help your partners connect their audience to you. Do the heavy lifting, make it easy for them, and you’ll reap the rewards.
Don’t, and you may well find your partnership experience an underwhelming one.
Depending on the partner and how they engage with their audience you’ll need to provide the right level of support.
Is this internal marketing support?
Partner facing materials where you share the benefit of your experience to enhance the ability of the partner and their team to refer you.
Or
Is it more outwardly, customer facing support?
All the materials and activities your partners can use to connect you with their audience.
From static materials like sales emails, to more immersive experiences like events.
We’ll look at all this and more, including how you can really integrate your offering into your partners processes so the lead generation process happens almost automatically.
With confidence in both the existing offering, and the road map to an even stronger partner programme, it’s time to build your partner acquisition strategy.
Using the value proposition we identified during the Discovery stage we’ll cover how to get your first partners on board, how to then leverage them and your network to grow your partner base, before looking at advanced strategies to really scale your programme when the time is right.
Within this we’ll look at the supporting materials and messaging required - but by this point it’s all systems go.
Our simple 3 step process will provide you with all the partner leads you need to grow your programme and your business.

Testimonials

Steve Vale - Commercial Director Of Plann3d Solutions

When I first started working with Dave at the start of the year, my immediate goal was to not have a dip in work during the summer months.
8 weeks later with £100k of new work in, that I put wholly down to the mindset shifts and practical applications Dave has introduced, and my goals shifted.
I’ve not had to do anything drastically different to what I was doing before, just make subtle shifts in my behaviour and language to be more intentional about referrals with my clients and network in general.
As I’ve built momentum with the conversations I’ve been having, the connections and results have just snowballed.
And the work brought on has typically been with the clients that I want to be working with ongoing.
I can already see how this is going to bring the consistency our business needs in order to scale, and I’m now looking at how partnerships and referrals can help me attract more of those ideal clients rather than just filling my pipeline.
Ollie Austen - Co-Founder & Director THIS R&D Ltd

The Directors of THIS R&D engaged Collaboration Junkies services to build our strategic industry partnerships in 2021. 
Working with Dave was both educational and insightful. It has given us a clear road map to follow and we are beginning to see results.
Ultimately, we are happy to recommend any businesses looking to grow to Collaboration Junkie. The process funnels your enthusiasm for business into a pragmatic playbook for results.  
Jon Dennis – Managing Partner Red 76 Chartered Accountants

My business is growing rapidly through referrals but I didn’t have any real understanding of how or why I was getting them and the thought of these leads drying up concerned me.
Strategic Partnerships seemed the ideal way to build on this, but as someone who’s very process driven I knew that I needed to have a formal and structured programme in place to get the most out of this channel.
I needed to understand the non-financial drivers of why people refer so that I could form a strategy that was dependable and scalable through proactive effort, rather than the slightly clumsy ad hoc inbound strategy we had in place before, as successful as it was.
If I was going to push this I also wanted the confidence and security of knowing that what I had on offer for my partners was water-tight...

Read More Here

To see our full range of case studies and testimonials click here

Over the course of his career, Dave has developed hundreds, if not thousands, of partnerships. From growing his own membership organisation to 2000 members almost entirely through referrals and strategic partnerships, to providing access to the SME market for global brands such as Regus & Volvo, reaching nearly 1 million business owners along the way.
Dave's previous business helped connect business services providers to their target market by working with organisations that already had a community of their audience. Facilitating all the marketing support to make sure the right quality of leads were provided at the right time, in a way that added value to all concerned. Whether it be with big brands or new start ups, tailored introductions or prospects at scale (we delivered over 10,000 digital marketing leads to Yell over a 2 year period) we offer experience of lead generation partnerships from both sides of the coin.
And not all that experience has been positive. We learned as much from the mistakes made or witnessed as the successes. We've learned the hard way so you don't have to.
In 2020 (pre COVID) Collaboration Junkie was born. Helping ambitious business owners leverage their credibility to get high quality leads, on a consistent basis, from trusted 3rd parties - making Lead Generation an enjoyable process!
Over the last 3 years we've already worked with over 50 business owners and their teams. Our sweet spot is successful business service providers looking for their next stage of growth, or tech scale ups who are ready to launch and need to get it right first time - but our experience covers a much diverse range; stretching across B2B and B2C, and from product to services.

Want to know a bit more about Dave as a person, or find out about the rest of the team? Click here!