Client Feature: Team Rubicon
OVERVIEW
Team Rubicon is a Veteran-led humanitarian organization that serves global communities before, during and after disasters and crises. Team Rubicon engaged For Momentum to establish a strategic, efficient and effective approach to corporate partner outreach and account management. Our support spanned a broad range of services, including an asset audit, landscape scan, materials development, outreach operations support, capacity enhancement, internal team coaching and a structured webinar training program addressing cross-functional institutional giving teams.
STATEGY AND ACTIONS
We started with a deep analysis of organization materials, stakeholder interviews and a benchmark analysis of peer and aspirational organizations. Key learnings from this process combined with marketplace research informed our recommended corporate partnership positioning and outreach strategies. The formal read-out included a corporate partner-focused SWOT analysis, account management and stewardship framework and seven go-to-marketing strategies for attracting and retaining new business. Team Rubicon leadership selected concepts to initiate prospective partner engagement, and we refined them with accompanying outreach strategies and aligned value propositions. From there, our team curated a 75-company prospect list for Team Rubicon with clearly defined strategies that aligned CSR priorities with business objectives. Our tailored outreach messaging translated that alignment into meaningful prospect engagement.
The webinar training project aimed to prepare team members for success in managing and growing existing accounts while applying best practices for stewardship, organizational processes and partnership offerings. For Momentum created customized trainings exclusive to Team Rubicon to translate theory into action—supporting strong stewardship, efficient processes and meaningful growth across existing and prospective partnerships. One training focused on Corporate Partnership Best Practices with unique content highlighting marketplace insights within relevant Team Rubicon mission and CSR priority areas, current best practices among corporate and cause partnerships and critical insights from interviews with current corporate partners. Another webinar prioritizing Competitive Review and Unique Sales Propositions helped the team dig deep into understanding the organization’s competitive advantages to engage corporate partners with clarity, confidence and consistency.
RESULTS
At the end of our engagement, Team Rubicon had a comprehensive analysis of the organization’s corporate partner structure, a series of seven go-to-market strategies for ongoing reference, a targeted prospect pipeline, draft outreach emails and a customized partner stewardship structure with an outline for a partner onboarding toolkit. After receiving the initial curated pipeline, Team Rubicon requested and received a secondary industry-specific prospect list to further develop a high-potential opportunity area for the organization.
For Momentum led dynamic group discussions around what sets Team Rubicon apart, which marketplace gaps can be filled and how to overcome objections. As a result, our training delivered valuable insights and skills-building content in an interactive webinar format, engaging the partnership team in hands-on learning to apply immediately to their ongoing partner support.
