THE HEARTSMART PROGRAM - Cavill + Co€¦ · person through the HeartSmart® program per year is...

www.cavill.com.au | [email protected]

THE HEARTSMART®

PROGRAMthe best practice process for building corporate-cause partnerships

purposeful profitable partnerships

Brought to you by:

© Cavill + Co, November 2017

www.cavill.com.au | [email protected] | [email protected]

WHATIT IS

The HeartSmart® programNOVEMBER 2017

The HeartSmart® program is Australia’s best practice training & implementation program to upskill your team to prepare for, seek out and secure corporate partners and sponsors.


The program, tried & tested over 22 years, has enabled non-profit students to secure over 30 partnerships.

• 8-month program that combines 3 x 1-day face to face (F2F) workshops, a Starter Kit, Activity Kit and on-line support, commencing June each year

• Gets you ready to pitch to corporate prospects from February onwards using the tools and knowledge learned

• You’ll be skilled, proud and self- assured – ready to meet corporates as equals

2


• Upon registration you’ll receive a (purple) Starter Kit that introduces you to the corporate world – juicy research, corporate models and language and provides a snapshot of the upcoming program so you can prepare your resources and schedule

• In May you’ll receive the (red) Activity Kit. This contains detailed modules guiding you through the 10 steps (modules) of the HeartSmart® process, along with easy to use templates

It is strongly advised that you work through the modules from 1-10 in line with the program. It takes approximately 200 hours to complete the course work

• A ‘getting started’ webinar will run in late May to address any questions that registered students may have, also senior executives are invited to ensure ‘buy in’ from the outset

• The program begins in June with a webinar that covers Intention, Module 1: SWOTA, Module 2: Competitors Analysis and Module 3: Assets Register

HOW IT WORKS


Registration opens on 5 September 2017 and closes on 3 April 2018


3

HOW IT WORKS


Registration opens on 5 September 2017 and closes on 3 April 2018

• InAugustwehaveourfirstF2Fworkshop (Melbourne) covering questions/challenges relating to the Assets Register and Modules 4: Identifying Suspects and 5: Hot List

• In October we have our 2nd F2F workshop (Melbourne) covering Module 6: Presentation Materials and Module 7: Partnership Model

• By December, a silly month by anyone’s standards,youwillhavefinishedthe

preparation work and it’s time to get senior level sign off (Module 8: Finalisation & Review)

• The3rdandfinalF2FislateJanuaryand covers Module 9: The Approach and 10: Securing a Partner – to get you revved up justbeforeyoupitchtoyourfirstround of prospects (those with a July-June financialyear)inFebruary

• The program formally ends at this point as you’ll be out there pitching and winning! You’ll be well on your way to being a corporate partnership rock star!

• A Formal graduation ceremony takes place in Aprilpurposeful profitable partnerships


4


WHY IT WORKS


The 10-step HeartSmart® program was designed by Hailey in 1990 when working at a large non-profit in the UK. Hailey saw a high turnover of staff and believed that by embedding a formal process into the organisation, new staff could then embrace it and be ready for success straight away without constantly re-inventing the wheel. Fast forward 28 years whereby Hailey has expandedandrefinedtheprogramover22 years in Australia. Early adopters of the process – Kids Helpline, Guide Dogs Australia, RFDS, QUT, Jean Hailes for Women’s Health, Women’s & Children’s Hospital SA, WWF, SIDS & Kids, Asthma Victoria to name a few helped enormously to test the processes and tools and greatly enhance the program year on year. Since formulating the HeartSmart® process into a modular Toolkit, organisations such as Lifeline, Murdoch Childrens Research Institute, CanTeen, Oxfam Australia, RU OK?, Fred Hollows Foundation and numerous others have embraced the process and secured partners as a result.


5


WHY IT WORKS


We are indebted to these organisations for their contribution to what is now arguably Australia’s best practice process for building corporate-cause partnerships.

Ok so it works. But why? Because for all of Hailey’s working life (almost 40 years) she’s worked with corporates and in Australia she’s built 43 partnerships in 22 years - so she knows what corporates want from a cause partnership. All too often she’s seen non-profitsmakethesamemistakesthatpreventthem from securing partners and if truth be known, most cannot even get a meeting due to lack of preparedness. So each step of the HeartSmart® process creates a new paradigm of thinking and tangible outputs that get your organisation ready to engage with and wow corporates. It saves you from making all those demoralising mistakes that will guarantee failure. HeartSmart® makes you simply irresistible.


6


WHY IT WORKS


Registering for the program won’t do it though. You have to do the work and implement it and bring your senior executives along for the ride. And a wild ride it can be. For Lifeline it was viewed as a change management tool, which transformed the way Lifeline does business with corporates forever. For Murdoch Childrens Research Institute it was a way for them to avoid research-aligned sponsorship and embed a process that is still reaping rewards 10 years on. For Guide Dogs Australia it brought together 7 States & Territories under a new brand-name and secured partners including Kleenex that provided untied income for 15 years.

More info?

Ifyouwouldliketoknowmoreaboutthespecificsoftheprogramit’sbest to register for a webinar so Hailey can explain it in her inimitable way. See Live webinars ‘Learn the Recipe’ – check webinar page for dates & times.

Or come to one of our breakfast seminars in Sydney, Brisbane and Melbourne in February 2018.


7


“I look at corporate partnerships in a whole new way since starting my journey

with HeartSmart. There are too many Benefitstolistthemallthemall;however,the biggest thing I’ve learned is to value our brand and to know the potential of

what we have to offer a company.”

~ Lynda Inglis, (former) corporate development officer,

Guide Dogs Victoria ~

“Cavill + Co’s HeartSmart® process is Red Bull for your

corporate partnerships strategy – it gives you the tools, thinking +confidencetoattempttheseemingly impossible – and

succeed”

~ Brendan Maher, General Manager, RU OK? ~

WHAT OTHER PEOPLE SAY

“The HeartSmart® process is amazing – a rare combination of

sophistication & simplicity, process combined with creativity, ensuring that we don’t undersell our name,

goodwill or assets but also ensuring that we deliver tangible value to our

corporate partners”

~ Dr Narelle Curtis, (former) PR & Development

Manager, MCRI ~


“The HeartSmart® process has given us the tools to seek Corporate Partnershipsandtheconfidenceto

know that we can do it! We now know what our organisation is worth, it’s strengths and weaknesses, what we

can offer to partners who support us and how together we can both achieve

success!”

~ Christine DiPetta, (former) National Red Nose Day Manager,

SIDS and Kids® Australia ~

“The HeartSmart® process enabled my team to secure

corporate partnerships worth over $7m. The process is

robust, rigorous and works”

~ Dawn O’Neill, former CEO, Lifeline Australia ~

“The most valuable part of HeartSmart® is the process. It’s

rigorous and helps you identify new prospects, get those meetings and present a compelling proposition.

We’ve been able to get to companies that were not even on our radar. Highly

recommend it.”

~ Johnathan Duddles, Director of Development, Greening

Australia ~

“The HeartSmart® NPO Toolkit is a truly unique and inspirational program.

It has provided The Fred Hollows Foundation with the tools to create

strong and sustainable corporatepartnerships.Rarelydoyoufindan

experienced professional who is willing share such valuable knowledge”

~ Penny Tribe, Senior Executive – Partnerships, the Fred Hollows Foundation ~


8


WHAT IT COSTS


The investment required to put 1(one)person through the HeartSmart® program per year is $9,950 + GST. This includes the Starter Kit & Activity Kit, access to on-line Hub & chat room, 3 x F2F 1-day workshops, 1:1 progress call, presentation rehearsal, review of materials for graduation & graduation ceremony/certificate.

Payment by instalment can be negotiated. The following can be purchased prior to the closing date:

• Early Bird registration by 5 March - $8,955 + GST (10% saving)

• Full payment by 3 April - $9,950 + GST

• 2 instalments 7 April and 3 September - $4,975 + GST x 2

• 2nd or 3rd person to join the program - $1,500 + GST per person

• 2nd Toolkit - $4,500 + GST

• Program only for previous Toolkitters (2007-2017) - $4,950 + GST + $500 for kit upgrades (Module replacement is compulsory for Toolkitters prior to 2016 as the programhasbeensignificantly enhanced)

• These must be purchased by the closing date

Thefollowingadditionalbenefitscan be purchased after you commence the program in May:

• 1:1 time with Hailey – 1 day $1,000 + GST or $250 + GST per hour minimum purchase 2 hours (to discuss & clear roadblocks, review materials & give feedback, facilitating think tanks, rehearsing your presentation, reviewing your approach email, advice on existing partnerships or new prospect approaches)

• PitchFest – 1-day group workshop to refineandrehearseyourPitch, includes master storyteller Simon Oats - $400 + GST pp

• PitchPerfect – exclusive ½ day rehearsal for up to 3 of your colleaguestorehearse&refine your pitch, includes master storyteller Simon Oats - $800 + GST per organisation


9

Registration closes on 3 April 2018


KEY DATES

The HeartSmart® programNOVEMBER 2017 purposeful profitable partnerships

1. 5 March - Early Bird registration closing date

2. 3 April - Program closes for registration

3. 1 May - closing date for registrants’ signed paperwork (licensing agreement and non-disclosure)

4. End of May - Getting Started webinar

5. 8 June - Program begins with Webinar #1

6. First week of August - F2F Workshop #1

7. First week of October - F2F Workshop #2

8. October progress call with students and CEO/senior exec – date scheduled with you

9. Late January - Program concludes with F2F #3 date TBC

10. Mid April - Graduation ceremony date TBC

Got any questions?

Ifyouwouldliketoknowmoreaboutthespecificsoftheprogramit’sbestto register for a webinar so Hailey can explain it in her inimitable way. See Live webinars ‘Learn the Recipe’ – check webinar page for dates & times.


10

THE TEAM


Hailey Cavill, Fearless Leader and HeartSmart® author delivers the program supported by her team

Predictors for successThe HeartSmart® program has been running since 2007 and has enabled students to create more than 30 partnerships for their organisations. In 2016 the program was reformulated & enhanced.

In that time we have noticed certain predictors of successandthesewillbeidentifiedintheEOIthatwe ask you to complete prior to registration. There are essentially 6 key predictors for success:

1. Senior level buy inYour CEO and Board must be accepting and supportive of the following:

- Readiness to embrace a Partnership & commercial mindset - Mindful & careful implementation of an 8 month strategy prior to pitching

2. ResourcingYou need to have at least 4 days a month to dedicate to implementing the HeartSmart® process, you are committed to your organisation for at least 2 years and you are a permanent employee not a contractor or volunteer

3. AttitudeYou need to be a go-getter, resilient and dedicated, tenacious, thorough and coachable

4. Do it well or don’t do itYou need to be willing to follow the program and the advice given (from 22 years of practical application) and do not deviate unless where it is recommended and right for your individual situation

5. Structure & SizeYou have a national focus and a single point of contact for corporates. If you are Federated you need to be already happily co-operating on at least one funding or service delivery strategy. If you are State based & focussed you’ll need to recognise that this will restrict the number and type of companies you can approach and their budgets may not be as large as the national or global companies/brands

6. Organisationally readyYou have an articulated & inspiring vision and purpose, you have a clear brand identity (that isn’t going to change in the next 2 years) and you definitelywanttopartnerwithcorporatesandbrands in a public way

Got any questions?

Ifyouwouldliketoknowmoreaboutthespecificsof the program it’s best to register for a webinar so Hailey can explain it in her inimitable way. See Live webinars ‘Learn the Recipe’ – check webinar page for dates & times.




11


FREQUENTLY ASKED QUESTIONS


Q I don’t live in Melbourne, are the workshops always in Melbourne?A If we have 5 or more students enrolling into the program from another State we will, and have run, workshops in other states

Q I already have a Toolkit from the prior years’ program, can I use this to join the program this year?A Yes you can, we will need to tweak the licensing agreement you have and there will be a fee per person of $4,950. We will need to update your Activity Kit modules and the fee for this is $500

Q What is the legal arrangement with regard to the Toolkit and the IP contained?A The program, all materials and Toolkits are provided to every organisation under a licensing agreement which includes a non-disclosure agreement for the person who becomes its primary guardian. This protects the IP from unauthorised users. This means that the Toolkits are still owned by Cavill + Co but is on loan to you as long as it is being used and a guardian is in place. So you can keep the Toolkits for as long as you need them or until we mutually agree to terminate the agreement and then the Toolkit is returned to Cavill + Co. It must never be loaned out, destroyed or photocopied (that would constitute a breach of the agreement)


12



Q Oh gosh that sounds pretty heavy! Do we have to sign this agreement?A Yes you do…the Toolkits contain our life’s work and we are determined to protect it. The legal agreements have been written in plain English (as plain as you can get whilst keeping the lawyers happy) and an explanation sheet is provided

Q Doh! We’ve missed the closing date! Can we join the program?A Alas no, the registration closes on 3 April and it doesn’t work for the on-time students to have newbies join late

Q What’s with the timing of the program?A The program has been designed to give you ample time to implement it and have you be ready when corporates’ hearts, minds & purses are open. In Australia around 70% of corporates and companies operate on a July- Junefinancialyear.Sothetimetobeinfrontofthemis1February- 30 March... no later no earlier. As part of the program we show you how to create a prospect list for this pitch period and also a prospect list for the 2nd pitch period which is July/August for the companies who work on a calendar year. Going at the right time is one of the critical factors ofsuccess.Mostnon-profitsgotocorporateswhentheyneedthemoney or when the Board tell them to! And invariable this is the wrong time!

Q If we want to go through the program at our own pace without the program can we buy just the Toolkit?A It is possible to buy the Toolkit for people who miss the deadline or want to fast track the process but only after in-depth discussion because in our experience people do need the structure, discipline, support and motivation provided by the full program

Q I hear your 3-day masterclass is fantastic – can we do that instead?A Alas no, after 15 years we withdrew this program, because the success rate of previous students who have tried to implement the program without ongoing support is not acceptable to us. Many amazing partnerships were formed – but in our view not enough for us to continue to offer this program whilst maintaining our integrity

Q Once I graduate can I access Hailey’s advice & expertise during the pitching phase?A Yes you can as long as you have completed the program (graduated) – hourly rate is $250 ph with a minimum purchase of 10 hours

13



Q Can Hailey pitch for us?A Potentially, but you won’t need it, YOU are the best person to pitch. Once yougraduateyouwillbepreparedandconfidenttodoso.Onoccasion Hailey works in a consulting capacity with graduates and that can include attendingprospectpitches,refiningapproachemails,rehearsing presentationshoweverthisrequiresasignificantinvestmentofover $10,000 + GST

Q We want to secure sponsors (for programs and events) as well as partners... does the program teach us this?

A The program is designed to get your organisation ready for both partners & sponsors…the thinking is very similar but templates and processes are provided for both. If you wish to just secure sponsors check in with us and we may refer you to a sponsorship specialist

Q Why do you prefer the partnership model to sponsorship?A Becausemostnon-profitsonlyhaveahandfulofthingsthataretruly

sponsorable (eg they provide measurable & tangible commercial benefitsforasponsor)…andyetthesponsorincomesecuredoftenonlycoversthoseevents&programs.Ifyouwantsignificantanduntiedfundingfromcorporates,topayfortraining,admin,staffing,non-sponsorableprograms and other vital costs, then partnership is the way to go

Q We’re a tiny non-profit with a big vision and a compelling cause that we think corporates will love – would the program work for us?A The program works for both large national organisations and small non-profits…it’sbesttoattendoneofourwebinarsorBreakfastsin Februarybeforecommittinghowever…itdefinitelyisn’tsuitedtoeveryone, and we’ll be straight with you if we don’t think it’s right for you

Q How many organisations go through the program each year?A Since we began running the program in 2007 we’ve had anywhere from 5-13 organisations participate each year. We don’t envisage any more than 20, although for us the more the merrier! It means you have more people to play with, bounce ideas off, whinge and celebrate. Peer pressure works wonders. The more students we have the more money we have in our business and the more generous we can be with our time.

14


Q The cost of the program seems a bit exxy – why is it?A This is not a $45 soft copy book that goes out of date a week after publishing. It’s a robust, time-intensive program that has resulted from22yearsofdevelopment;trialling,tweaking,refinement,many hours of work. You could say Hailey has graduated from the University of Stuff-ups and Life, and now she’s passing everything to you, in the form of time-saving templates and sample documents that are updated every year to remain relevant in an evolving landscape. It includes 3 x 1-day workshops. The legal templates provided as part of Module 10 are worth $4,000alone!ToputitintoperspectivewhenHaileyfirstranHeartSmart® asaconsultingprocesswithnon-profitsbackinthegoodold90’sher fees were $30,000+. So it’s actually pretty good value. Remember the program isn’t designed to secure $10,000 sponsors, but more often than not partnerships worth hundreds of thousands of dollars in addition to millions of dollars of mass market exposure. Previous students have enjoyed an ROI of between 12:1 and 28:1.

There isn’t a lot of ‘fat’ in the program however so if you wish for additional things – such as 1:1 time with Hailey, a fee does apply.

Q Seems too good to be true…what’s the catch?A It’s good to be skeptical! There is no catch. Only that you must honour and respect that the program is what it is and if you want additional things or time it will cost extra. But if you’re not sure come to a webinar or ask anyone who has graduated from the program…do as much research as you need to ensure it’s right for you, after all you’ll be investing a large chunk of your time & life-force into, and you won’t ever get that time back!

Still got questions? Ifyouwouldliketoknowmoreaboutthespecificsoftheprogram

it’s best to register for a webinar so Hailey can explain it in her inimitable way. See Live webinars ‘Learn the Recipe’ – check webinar page for dates & times.




15

www.cavill.com.au | [email protected] | [email protected]

FEEL READY TO TASTESUCCESS?


Complete the on-line Expression of Interest Q&A and we’ll be in touch to discuss once we have it!

Let us help you re-imagine your world with the most perfect corporate partners.

Contact usCavill + CoPO Box 417Warburton Vic 3799

[email protected]

03 5966 2446

16

THE HEARTSMART PROGRAM - Cavill + Co€¦ · person through the HeartSmart® program per year is...

Documents

Transcript of THE HEARTSMART PROGRAM - Cavill + Co€¦ · person through the HeartSmart® program per year is...