N23 The key success factors in the development of long term partnerships between science centresmuse

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N23 / The key success factors in the development
of long term partnerships between science
centres/museums and corporate companies
Tuomas Olkku Heureka, the Finnish Science
Centre 29.5.2008
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Our approach

• Aim for long-term partnerships
• Main partner
• exclusive
• 3-5 years
• Other partners
• significant contribution
• aim for min. 3 years, but might be also
  project-based
• Supporters
• Smaller
• Normally providing equipment, know-how or
  materials
• Aim to develop part of these to partner level

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Process of partnership building

• Contact

Introduction of Heureka
Discovering needs/motives of sponsor
Offer
Contract
Launch
Execution
Follow up
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Partnership building key issues

• Customer orientation
• Listening to company
• Motives for sponsoring include
• customer or staff relations
• social responsibility - giving back to society
• brand visibility
• promotion of field of business for youngsters
• Etc.
• Understanding sponsors goals will help in
  packaging the offer!

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Partnership building key issues

• Contract
• Rights and responsibilities of both parties
  clearly stated
• Unambiguous contract avoid confusion at
  execution stage
• Execution and follow up
• Take the money and run! or
• Aim for long-term co-operation through structured
  dialogue
• In daily co-operation
• Check points
• Reporting
• Basic rule in sales management it takes 5 times
  more work to get new customer (sponsor) as it
  takes to keep an old one!

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Few examples

• AGA
• Manufacturer and supplier of gas, today part of
  Linden Group
• One of Heurekas founding partners
• Provider of gas and other materials needed in
  science shows and laboratorium programs
• Partner since 1989
• Vattenfall
• Title sponsor of our new planetarium
• Significant financial support committed for
  several years
• Demanding partner constant co-development of
  services to create benefits for their
  stakeholders