Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15 Page 16 Page 17 Page 18 Page 19 Page 20 Page 21 Page 22 Page 23 Page 24 Page 25 Page 26 Page 27 Page 28ENGAGE THE RIGHT PERSON Once you understand the business as well as possible from the outside, it’s vital to find the right person within the business to engage with. Dealing directly with decision-makers and key influencers will help create ambassadors for your cause within their organisation. You will need advocates within their business promoting the potential partnership. Always try to deliver your message in person so it is accurate and consistent. USE THEIR LANGUAGE When speaking with the right people, use their ‘language’ in negotiations. What kind of key words do they use? What goals have they outlined? What is their mission? Make sure you know the answers to all these questions and include their language in your interactions. The best place to access this information is: • organisation’s values • latest branding/advertising campaign • key focusses for the business: ƚ diversity ƚ grass roots ƚ community. This shows the business you take them seriously, you are professional, and you have a strong understanding about what they’re all about. It shows you respect their business and believe in partnerships.