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Creative Collaboration and Partnerships May 24, 2011

Your Panel • Jeff Dolven, Skookum Enterprises • George Marshall, Haywood Vocational • Brad Collings, Secure Document Alliance • Facilitator: Peter Brinckerhoff

Our Agenda • Some Context Setting • Panel Presentations • Questions

What about Collaboration and Partnerships? • There is potential benefit, and risk. • Partnerships and collaborations have much better outcomes (in terms of the research) than do nonprofit mergers. • Partnerships and collaboration are often forced by funders. • The key questions?........

The Key Questions • Does this action (partnering or collaborating): – Add a core competence we don’t have • A skill competence • A population competence • A location competence • A business competence

– Result in one or more of the following: • More mission • Better mission • More efficient mission • More effective mission

Panel Presentations • Jeff Dolvan-Skookum Enterprises, who will tell us about Connect.

CONNECT Collaboration of 14 Puget Sound Based Companies

CONNECT Generative Thoughts • Boeing CMP program created/fostered unique and extraordinary technical aerospace manufacturing capability in Seattle area • AbilityOne Program is gaining “traction” within Federal acquisition community – Will create opportunity for NPAs as vendors and subcontractors to the big guys (Boeing, Lockheed, etc.)

• Non-Profit Companies with similar social missions have much to gain by collaborating

CONNECT Believes… • Whole is greater than the sum of the parts – Together we can pursue projects that are too large or complex for any one CRP – Leverage each other’s strengths – Use each other as vendors and subcontractors

CONNECT History • First met in 2009 – No formal structure in place – Invitations to participate sent to more than 2 dozen NISH/NIB affiliated NPAs – First year spent “forming”

• Received grant from NISH and engaged a paid coordinator in 2010 – 5 member Executive Team formed and empowered to do “strategic thought” • Competitive Positioning • Capabilities • Value Proposition

– Agreed to hire full time Executive to run CONNECT

CONNECT Today • 2011 finds us “operationalizing” CONNECT – Developing sustainable funding stream • Member dues • 3 Year NISH grant (decreases in amount each year) • Sales driven

– Finalized membership at 14 NPAs • One NIB producing Agency • 5 NISH producing Agency • 8 NISH affiliated Agency

– Hired Melinda Jenks as COO in February • Finalizing Marketing Material (blended look) • Focusing on selling aerospace parts, then listening to our customers to see what may be next

CONNECT Challenges • Allocation of work – We’re not all aerospace companies… – Long sales cycle demands patience – COO empowered to source work to member agencies

• Consortium administratively awkward – Creating central 501(c)(3) – Must be responsive to play

• Selling customer service and technical expertise, not social mission

Our Next Panelist: • George Marshall, from Haywood Vocational, who will tell us about MARC.


Collaborative Model for Jobs Creation An initiative of MARC, Inc. in partnership with HVO, Inc.

Description Summary of MARC, Inc.

Description Summary of HVO, Inc.

Collaborative Project: MARC Custom Medical Products (MCMP)

• Reasons for Initiating Project – HVO, Inc. – Growing demand for medical products by HVO customers – HVO’s current facilities unable to meet growth demand

• Reasons for Developing Project – MARC, Inc. – Members needed to develop stronger manufacturing base – High unemployment rate among adults with a disability or other barrier to employment

• Project Objective– To establish qualified suppliers of disposable medical products among members of the MARC/MCMP consortium in collaboration with HVO, Inc. who, using their branding, shall lead the sales and quality compliance efforts in order to create job opportunities for persons with and without disabilities within the consortium.

Steps Implemented 1. Business Plan 2. Operational Agreement 3. Funding Plan

Results of Collaborative Project: July ’06- Dec.‘10 • Six manufacturing (member) partnerships created • Total created and retained jobs: 420 – 256 new jobs created – 164 jobs retained

• Number of jobs created/retained w/disability: 184 • Wage range w/full benefits: $10- $13 per hour • Total sales since July 1, 2006: $21.2 million • Sales forecast current year: $7.5 million • Annual economic impact: $23.1 million


Cash $305,000

Total Grant Funding $2,708,000

$1,552,144 Member in-kind

Lessons Learned: What went well • More is better • HVO had “platform” business developed over 30 years • “Don’t leave home” without a business plan • Integrated workforce works; both for parity and profit

Lessons Learned: Problems encountered • Timing business growth with adding capacity • Underestimated the amount of time it would take to get “Quality Management Systems” in place within each partner’s manufacturing operations; an essential requirement • Underestimated the amount of time it would take for “new” manufacturing operations to become profitable at respective partner/member business

Essential elements for success 1.

Competent leadership


Confident, experienced managers


Business planning


Fund development and grant writing




Trust at the level of supporting collaboration and trust at a higher level




Planning and Scheduling


Manufacturing setup and operations

10. Specific knowledge (i.e. FDA regs, QSR) 11. Devine intervention and luck!!

Other Existing Collaborative MARC Initiatives • Outsource • Health Benefits Program • Quality and Business Development • Parity Initiative

Recognition & Future goals

• Future goals – Grow additional 100-125 new jobs over next 2 years – Consider additional manufacturing partnerships among MARC members

• Recognition – The collaborative initiative of the “MARC Custom Medical Products” was chosen by the Lodestar Foundation’s 2011 Collaboration Prize as one of 20 semifinalists among 807 entries nationwide. (

Contact Information

Noel Watts, CEO 828-209-6210

George M. Marshall, President 828-456-4455

Our Third Panelist • Brad Collings President Secure Document Alliance


Creating Opportunities Locally While Serving Customers Nationally

About SDA • Formed in 2005 • Represents over 75 individual non-profit members • Members provide document destruction services in every state in the U.S.

Our Model

Our Vision

SDA’s vision is to increase employment opportunities for people with disabilities by expanding commercial document destruction business at local, regional, and national levels.

Service Offerings • Secure Document Destruction • E-Waste (electronic disassembly) • E-Media Destruction • Recycling Services • Document Management

Our Members

Our Achievements

• SDA Members earned more than $22 Million in Destruction Revenue in 2009. • Over 20,306 Commercial Businesses use SDA Member Services • The most important part: Our members employed over 2,212 people with disabilities through the Document Destruction Line of Business.

2009 Member Statistics • Avg Revenue $484,510.01 – Increase of 25% over 2008

• Avg Pounds Shredded – 2,390,900 – Increase of 32% over 2008

• Avg # of People with Disabilities Employed - 26 – Increase of 53% over 2008

• Avg # of Customers per Member – 439 – Increase of 75% over 2008

Bayaud Industries – Denver, CO

Columbus Secure Shredding – Salt Lake City, UT

Goodwill Secure Shredding - Los Angeles, CA

Goodwill of Southern California E-Waste Facility - Los Angeles, CA

Goodwill of Southwest Florida North Fort Meyers, FL

MONCO Enterprises – Dayton, OH

Questions? • Any questions for our panelists?

Thanks for coming! • At 3:30, this track will continue with a panel on Mergers, Acquisitions and Planned Expansions. • I hope to see you there.

Session Evaluation Instructions


Business Growth Strategies-Part1-Presentation  
Business Growth Strategies-Part1-Presentation  

Presentation for the Business Growth Strategies: Creative Collaboration and Partnerships session.