How to identify your 5-star prospects

We all love a big win. The £250,000 corporate partnership, the signed agreement, the announcement on LinkedIn, the photograph of two organisations shaking hands and celebrating what they are going to achieve together. But no one simply gets a big win. Behind every strategic  corporate partnership are dozens, sometimes hundreds, of little wins that made it possible and yet we don't celebrate those nearly enough. The question is, why?

‍

What if the big win takes 18 months?

‍

High-value corporate partnerships take time to build. It could take anywhere from 6 to 18 months from identifying the right company to signing a partnership worth £250,000. If signing that agreement is the only moment you allow yourself to celebrate, you're going to spend a long time feeling as though you haven't succeeded. That's a long time to wait to feel like you're making progress. Instead, think about everything that needs to happen before the agreement is signed:

• A warm introduction - that’s a win. 
• They responded and agreed to a meeting - that’s a win. 
• You had a brilliant first conversation and discovered their priorities and challenges - another win. 
• They agreed to a second meeting and wanted to involve more senior people - win.
• You identified an opportunity where your charity could help them solve a genuine business challenge - win. 
• They told you they were interested - win.
• You developed the proposal - win.
• They gave you positive feedback - win.
• They told you they wanted to partner - win.
• You sent the draft partnership agreement - win.

‍

Every one of these moments matters, and every step in the journey is a little win. 

‍

Progress is powerful 

‍

Research by Teresa Amabile and Steven Kramer revealed that the biggest driver of motivation isn’t praise, money or recognition; it is making progress in meaningful work. Sharing and celebrating little wins reinforces your progress, because you write it down or say it out loud and your colleagues respond with encouragement.

‍

Celebrating little wins isn’t lowering your standards or pretending everything is going brilliantly; it’s sharing and recognising progress. High-value corporate partnerships aren’t built overnight. They are the result of hundreds of little wins that most people overlook.

‍

So, why don’t we shout about them? 

‍

Sometimes, celebrating a little win can feel uncomfortable. We find ourselves questioning: 

• Is it really big enough to share?
• Will people think I'm showing off?
• What if the partnership doesn't happen?

‍

We can be so worried about appearing big-headed that we keep our progress to ourselves, but celebrating progress isn't boasting, and it isn't pretending that you've achieved something you haven't. It's simply recognising that something positive has happened and that you're one step closer to where you want to be.

‍

In fact, sometimes celebrating a win should attract attention.

‍

• If somebody in your team has spent months developing a relationship and finally secures a meeting with a decision-maker, why wouldn't you celebrate that?
• If a corporate prospect tells you that your proposition has completely changed the way they think about working with your charity, that's worth sharing.

‍

Communities should celebrate progress. Teams should encourage one another. Leaders should recognise the work happening long before the final result arrives.

‍

When we share those moments, something else happens: other people get behind us, and little wins create collective momentum.

‍

Big wins are built from little ones

‍

When we see an incredible corporate partnership announced, we see the result, but we don't see the introduction that happened 18 months earlier:

• The first coffee.
• The unanswered email.
• The follow-up.
• The conversation that uncovered a shared challenge.

‍

Those are the building blocks. So don't wait for the partnership agreement to be signed before you recognise how far you've come.

‍

Write the little wins down, and share them in your team meetings. Put them in your internal updates and tell your colleagues when something has moved forward. Celebrate other people's progress as enthusiastically as you'd want them to celebrate yours, because remarkable partnerships aren't built overnight. They're built through conversations, relationships, persistence, learning and hundreds of moments of progress that are very easy to overlook.

‍

Celebrate your little wins. They're the building blocks of remarkable partnerships.

‍

Imagine your prospect is a door with three locks, to unlock a truly high-value partnership, you need all three keys:

• Your relationship
• Emotional engagement
• The business case

Miss one, and the door stays firmly shut.

Too often, charities focus only on pitching sponsorship packages or partnership benefits, but the strongest and most valuable corporate partnerships are built when all three elements work together.

Here’s how to unlock them.

‍

1. Your Relationship: People Buy From People

The first key is trust and rapport. People buy from people they know, like and trust, which is why relationship-building is such an important part of corporate partnerships.

The strongest partnerships are rarely built in a single meeting. They are built over time through conversations, consistency and genuine interest in the other person.

Sometimes the simplest moments have the biggest impact.

Taking a few minutes to ask about someone’s weekend, holiday plans or family life helps people feel comfortable and valued. It also helps you learn more about your prospect as a person, not just as a company representative.

Remembering those details matters, questions like: “How was your holiday to Greece?” or “How’s your child settling into school?” show genuine care and help build trust over time.

Authenticity is everything. People quickly sense when relationship-building is forced or transactional and the best partnerships are built on genuine human connection.

‍

2. Emotional Engagement: Make Them Feel Something

The second key is empathy and passion about the need. People make decisions emotionally before they justify them logically. If you want a company to truly engage with your charity, they need to feel connected to the cause.

‍That’s why storytelling is so powerful.

Sharing a real story about someone your charity has supported creates emotional connection in a way statistics and presentations rarely can. Videos, service visits and first-hand experiences can be equally impactful.

When people emotionally connect with your mission, the conversation changes. It moves from: “This sounds interesting…” to: “We need to help.”

Emotion creates urgency, deepens commitment, and it often unlocks far greater value in partnerships.

‍

3. The Business Case: Solve Their Problem

The third key is commercial value, clearly showing what the company will gain from partnering with you.

The reality is that even if a prospect loves your cause and enjoys working with you, they still need to justify the partnership internally. Decision-makers need to see how the partnership supports their business goals, priorities or challenges.

That’s why understanding your prospect’s needs is so important. Every company is trying to achieve something. They may want to:

• Increase brand awareness
• Improve employee engagement
• Build customer loyalty
• Generate PR opportunities
• Reach new audiences

Your role is to understand what matters most to them and position your partnership as part of the solution. The best way to uncover this is by asking great questions:

• “What are your biggest priorities this year?”
•  “What challenges is your team currently facing?”
•  “What would success look like for you?”

The more clearly you understand their objectives, the stronger your partnership proposition becomes. That’s what great partnerships do, they create mutual value.

‍

Unlocking The Door

One of the simplest ways to understand how close you are to securing a new partnership is to score your prospect out of 10 across all three areas:

• Relationship
• Emotional engagement
• Commercial value

For example:

• Relationship = 9/10
• Emotional engagement = 8/10
• Commercial value = 2/10

Even though two areas are strong, the partnership is still unlikely to unlock because one key is missing, and this is where many partnership opportunities stall.

Scoring prospects helps you quickly identify what needs more attention:

• Do you need to build more trust?
• Create stronger emotional connections?
• Strengthen the commercial case?

The goal is to get all three keys as close to 10 as possible. When all three keys turn together, that’s when remarkable partnerships happen.

‍

If you’d like to learn more about unlocking higher-value partnerships, contact Jonathan: jonathan@remarkablepartnerships.com

‍