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Tactics to approach new or existing partners

Results from the Go-To-Market Tactics for International Partnerships Diagnostic

Use these approach tactics to strategically pitch yourself to a potential international partner. The first table has been tailored to your answers from the previous diagnostic on market goal and partnership growth area. You selected:

• Tactics to approach new or existing partners
• Faculty and/or Staff Exchange

For more information on how to use the table below, reference the descriptions on the homepage. You can also search for keywords within the table at the top left-hand corner.

Want to explore tactics on how to identify more potential partners? Jump to the bottom for tactics to find fitting institutions.

Approach new faculty and/or staff exchange partnerships

Tactic	Achieve Breadth or Depth	Partnership Growth Area(s)	Description	Key Component
Mimic a Peer	Enter New Market	Academic	Approach a potential partner through the connections and framework of an existing partnership they have with one of your peer institutions. Emphasizing this mutual collaborator helps alleviate mistrusts, concerns about mutual benefit, and other implementation barriers. Piggybacking a successful partnership will also help target pitches for synergistic relationships, signaling mutual benefit from the start. However, this tactic could be limited if the peer institutions fulfill the potential partner's geographic or disciplinary quota also represented by your institution. Consider a nuanced partnership proposal to successfully differentiate your institution from the existing relationship between them and your peer.	Peer with Successful International Partnerships
Lead with Student Quality and Interests	Deepen Ties in Existing Market	Research, Academic, Faculty	Use students' performance and geographic/disciplinary interests when approaching partners to communicate demonstrated buy-in and near-certain return on investment for the potential partner. Approaching the partnership through a specific student interest not only identifies a place of mutual benefit, but also signals the level of commitment and investment your institution has already established for the collaboration. Additionally, leverage the quality of your students (as measured through academic performance or success outcomes). This approach may be limited depending on the potential partner's regional or disciplinary interests.	Student Interest in Region/Discipline; Strong Student Performance or Reputation
Pitch your Top Academic Disciplines	Deepen Ties in Existing Market	Academic, Study Abroad	Leverage your institution's top academic strengths to pitch potential partners on the academic gains and prestige from a mutually beneficial agreement. Pitching a specific academic strength for collaboration also demonstrates your institution's initial investment into the pursuit of the partnership. For example, an institution with a robust engineering division might consider targeting an institution with exemplar liberal arts programs to create a complementary interdisciplinary academic partnership. This strategy may limit the scope of potential partners due to the need for specific disciplinary strength; however, the prospective partners may be more likely to collaborate further in the future due to expanded disciplinary need.	Academic Disciplinary Strength
Leverage Transnational Education	Deepen Ties in Existing Market	Research, Academic, Study Abroad, Faculty	Transnational education investments (e.g., branch campuses, joint degrees) provide a strong foundation for expanded partnerships due to existing faculty relationships and collaborative infrastructure. Transnational education also requires a high level of administrative work from your institution and the partner, increasing the amount of existing efficiency and stakeholder familiarity from which to create additional partnerships. For example, a new research partnership with faculty already in communication over academic programming often is an easier expansion than attempting to begin a new relationship with a new institution.	Transnational Education Arrangements
Lead with Research	Enter New Market	Research	Target new potential partners with research partnerships to communicate a serious level of commitment from the institution from the beginning of the relationship. As research partnerships are often the most labor-intensive and complicated type of partnership, the existing infrastructure and collaborations among faculty and staff will reduce barriers to expanded collaboration. While this tactic takes longer to develop and reap benefits, research partnerships often foster strong foundations for future collaborations. Consider your research strengths and potential synergies with the targeted institution.	Research Strength Alignment
Distribute PhD Candidates	Deepen Ties in Existing Market	Research, Academic	Approach an institution by proposing PhD candidate exchange as the foundation of the partnership. This simple arrangement lays a foundation for greater future collaboration in academic and research endeavors. Your PhD candidates will network with existing faculty at the partner institution, develop relationships, and identify synergies likely leading to natural collaboration and partnership proposals. Also consider a PhD candidate exchange to gain familiarity with your potential partner's research infrastructure, disciplinary strengths, and faculty without significant upfront investment.	PhD Students; Faculty Relationships
Pitch Econmic Development Opportunities	Deepen Ties in Existing Market	Research, Academic, Study Abroad	Approach potential partners with opportunities for economic development in their regional community. This economic development pitch will likely be most effective in lower- and middle-income countries focused on capacity building, but may also help serve your institution's mission and strategic goals regardless of region. Example of economic development opportunities include research commercialization, student humanitarian and internship programs, and faculty consulting. Due to the clear quantifiable results arising from economic development, this approach may set-up long-standing, impactful partnerships both presently and in the future.	Strategic Interest in Capacity Building

Identify new holistic partners

Have you decided on how to approach your potential partner?
See below for supplementary tactics on identifying more partnership opportunities.

Tactic	Achieve Breadth or Depth	Partnership Growth Area(s)	Description	Key Component
Use Faculty Research Foothold	Enter New Market	Research, Academic, Study Abroad, Faculty	Use faculty research strongholds and agreements as a proxy for existing partnership investment. Research agreements are often the most labor-intensive and complex collaborations between international partners (involving faculty, compliance, legal, and financial stakeholders). Therefore, existing research collaborations can reduce your administrative and financial burden of expanded partnerships. As well, faculty familiarity and established trust can lead to quicker partnership executions and ease concerns with compliance. Consider research strengths and academic programming goals when using this tactic.	Research Strength Alignment
Follow a Peer's Footsteps	Enter New Market	Research, Academic, Study Abroad, Faculty	Identify a peer institution's successful partnerships in a region to find experienced and willing partners. Identifying a potential partner with this strategy gives insight into potential synergies with your own institution, and may help to alleviate potential concerns about mistrust and administrative barriers that frequently arise. This tactic is most beneficial when entering new markets or regions. Consider your specific partnership goals when identifying a potential partner to avoid overlap with the areas of strength already promulgated by your peer institution.	Peer with Successful International Partnerships
Find a Complementary Academic Portfolio	Enter New Market	Research, Academic, Study Abroad, Faculty	When deciphering your institution's partnership needs, certain academic disciplines will be recognized as institutional strengths. These strengths can be used to identify potential partners based on a desire for shared academic strengths or supplemental strengths that fill your institution's weaknesses. This pursuit will surface high opportunity partners that will also benefit from the relationship. This strategy may not generate copious amounts of geographic variability if disciplinary strengths are geographically dependent (e.g., oceanography).	Academic Disciplinary Strength
Leverage Diplomatic Network	Enter New Market	Research, Academic, Study Abroad, Faculty	Use diplomatic connections to gain intelligence and set-up introductions with potential partners in a region. This intelligence can include regulatory environments, political trends, research interests, funding mechanism, cultural considerations, and specific university context. Diplomatic connections can lay the foundational framework by increasing trust between potential partners and acting as a third-party to help establish conversations. The specific mechanisms and methods to work with your country's diplomats will be nationally distinct and should be pursued at the discretion of your institutional legal or governmental affairs department.	Domestic Government Relationships
Check Existing Associations	Enter New Market	Research, Academic, Study Abroad, Faculty	Identifying potential partners from existing associations and consortiums which the institution belongs. These potential partners are more likely to share similar missions, institutional framework, and priorities due to their inclusion and activity within the association. Many institutions within consortiums already partner with each other in operational activities (e.g., procurement and purchasing, governmental lobbying) which may increase credibility and trust among stakeholders. This identification strategy is limited by the existing associations and consortiums your institution currently is a member.	Membership in Consortiums or Associations
Search for Economically Developing Regions	Enter New Market	Research, Academic, Study Abroad	Institutions specifically interested in capacity building should consider how their partnership proposals can bring economic growth to certain regions. Identify potential partners in countries with need for expertise or resource related to disciplines such as engineering, technology, medicine, and economics which align with your institution's strengths. These partnerships can help the institution achieve both reputational gains as well as geographic diversity in their partnership network. These partnerships are often limited by the lack of developed partnership frameworks in certain regions, leading to a higher funding investment and greater involvement from compliance upfront.	Strategic Interest in Capacity Building
Use Student Recruitment Foothold	Deepen Ties in Existing Market	Research, Academic, Faculty	Build upon existing student recruitment footholds for deeper partnerships with pathway institutions or institutions within the recruitment region. The name recognition and reputation of your institution in the region due to enrollment and alumni efforts can significantly jumpstart partnership efforts. Identifying these regions in which students are attracted to your institution serves as a strong foundation to explore expanded partnerships, especially focused on academic and development goals. Institutional faculty and staff will also benefit from increased familiarity with the region's norms and culture from student exposure.	Student Recruitment Foothold
Start with a Neighbor	Enter New Market	Academic, Study Abroad	If your institution is considering a partnership in a country associated with higher risks, first target a neighboring country with less known risk to gain regional expertise and improve regional reputation. Working in the neighboring country will eventually allow your institution to break into the original goal market by developing student and faculty relationships and establishing a physical presence. This strategy consumes large amounts of time and resources, but can ultimately achieve far-reaching geographic and disciplinary goals.	Strategic Interest in Lesser Known Market
Consider PhD Candidate Placements	Enter New Market	Research, Academic	Identify potential partners based on existing and future PhD candidate intake to build out future partnerships within specific disciplinary areas. PhD candidates develop relationships at both your and their previous institution, increasing bottom-up collaboration that will lead to further partnership opportunities. This tactic is limited by institutional PhD programming and specific disciplinary structures.	PhD Students; Faculty Relationships
Shoot for the Stars	Enter New Market	Research	Use verified international rankings to identify partners within a less familiar targeted region with equivalent or divergent institutional status. When entering a new market, the challenges of gaining access and pitching mutual benefit can be lessened by aligning targeted partners with your own institution's relative performance and recognition. However, the most prestigious institutions in untapped markets add a layer of credibility and protection from the associated risks of entering international partnerships. And while these institutions may be eager to connect with other globally minded universities, they are also likely to hear proposals from many institutions. Institutions with lower rankings than your own may be eager partners, but potentially unreliable and risky without further verification.	Strategic Interest in Lesser Known Market

Do you have a different identification or approach tactic?

Please reach out to Michael Varda at [email protected] to share and possibly have it featured in an update.

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