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The Purpose Pressure Cooker

The coronavirus crisis represents one of the greatest challenges of our lives. At the time of writing 1,158,825 people have died from the virus. It’s scary, tragic and horrible.

At the same we have seen the inspirational growth of the Black Lives Matter movement. This global human rights campaign is compelling us all to fight racism within ourselves our companies, charities and society.

If you take these two enormous factors and then add climate change, you have an incredible set of forces which are causing purpose to become hugely significant. The dictionary definition of purpose is, “the reason for which something is done or created or for which something exists.”

These factors have created a Purpose Pressure Cooker which, as we describe below, is cause for hope.

Purpose-driven business was already important
Purpose-driven business was already important before the coronavirus and the George Floyd protests in May 2020. There are a number of reasons making purpose important. This includes millennials wanting to work for companies and buy brands who have a greater purpose. In fact, 88% of millennials want to work for a company whose values reflect their own (PWC, 2018). This is such a key factor for companies, especially when we realise that millennials will be 75% of the global workforce by 2025.

A great example of a purpose-driven company is Unilever, whose purpose is “To make sustainable living commonplace.” They see purpose as a core driver of growth and differentiation. The evidence shows it’s working, because their purpose-driven brands are growing 69% faster than the rest of their business and delivering 75% of the company’s growth (Unilever 2019).

Indeed, one of its leading brands Ben & Jerry’s has consistently taken a stand on the rights of refugees. In a recent message on Twitter it said, “Let’s remember we’re all human and have the same rights to life, regardless of the country we happen to be born in.”

It’s time for companies to show their true colours
Companies are facing enormous challenges. In order for them to survive they have need to go back to their purpose in order to determine the way forward. Now it is essential that they innovate, put people first, support their community and respond to social issues.

Regardless of what companies have said about their values before, we are seeing their true colours now. There have been some inspirational examples, such as the retailer Morrisons, who took on 500 charity shop employees from Marie Curie and Clic Sargent to help older and vulnerable people across their stores. Also Nike released a powerful advert in support of Black Live Matter encouraging people to “be part of the change.” Incredibly this advert was supported by their rivals Adidas, who shared it on Twitter saying, “Together is how we move forward. Together is how we make change.” Quite rightly, these companies have been praised for their inspirational response.

If you’re still in any doubt about the importance of purpose right now, look at the generosity of hundreds of companies across the UK offering to supply free school meals in response to footballer Marcus Rashford’s campaign to end child food poverty. Even though many of these businesses are struggling to survive, they feel a deep desire to make a difference. That’s purpose in action.

Charities are also focusing on purpose
Charities are also being challenged to re-engage their purpose. The coronavirus crisis has dramatically affected their income with early estimates being that UK charities will miss out on at least £4.3 billion. That was back in March 2020, so the effect must be even greater now.

There is increased demand for their help, but it is harder to deliver traditional services in a socially distanced society. So they need to go back to their purpose and innovate. Over the last six months we have spoken with over 100 charities across the world. Nearly every one of them has shifted their support from face to face to online. A brilliant example of this is CHAS (Children’s Hospices Across Scotland) who have launched the UK’s first virtual children’s hospice.

Earlier today Comic Relief has announced that it will stop sending celebrities to African countries. Sir Lenny Henry, co-founder of the charity, said, “Diversity and inclusion is important both in front and behind the camera. Times have changed and society has evolved, and we must evolve too. African people don’t want us to tell their stories for them, what they need is more agency, a platform and partnership.”

Seize the moment
We are in the middle of a 21st century war for humanity.
We are fighting a deadly virus.
We are fighting racism.
We are fighting climate change.

The glimmer of hope is that purpose has never been so important. This Purpose Pressure Cooker is a huge opportunity for companies and charities to create partnerships that tackle these enormous challenges. The place is to start is shared purpose. The time to start is now.

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Latest News
5
min read
The Power of Celebrating Little Wins

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.

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?

Latest News
5
min read
The 3 Keys To Unlocking Higher-Value 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

What unlocks truly high-value corporate partnerships? It’s not just a great pitch. Discover the 3 essential keys every fundraiser needs to build stronger relationships, create emotional connection, and demonstrate real commercial value that companies can’t ignore.

Stay Informed. Stay Remarkable.