WWF sought to develop a more systematic and value-based approach to partnering with large corporations in an APAC market
As part of Simon-Kucher's global pro bono partnership with WWF, we helped the organization build strong alliances with corporates that benefit both people and planet.
WWF (World Wide Fund for Nature) is one of the world’s leading environmental charity organizations, founded in Switzerland in 1961.
As a non-profit, WWF is funded through various sources, including support from individuals and corporate partners. Establishing strong partnerships with companies to transform value chains towards more sustainable business practice is one critical area of work for the organization. At the time of the project, WWF was in discussions with major players in an APAC market’s industrial sector. However, they faced these key challenges:
Limited track record: As a relatively young national office with only a decade of history, WWF had yet to establish a strong track record in corporate partnerships and a clear positioning in this particular APAC market.
Unclear value proposition: The national WWF team did not present a compelling value proposition, structured offering, and equitable pricing model, particularly in sectors where it had limited experience.
Undervalued partnerships: Compared to benchmarks in other markets, partnership deals did not adequately reflect the full value of WWF’s contributions, limiting its ability to realize the impact it delivers.
A structured approach to design high-value partnerships
We set out to help WWF in the specific APAC market through a series of workshops aimed at adopting a systematic approach to value creation, value monetization, and value communication.
Best practices: We provided guidance and best practices from a set of national and international case studies in the non-profit sector to highlight the importance of value creation, communication, and monetization.
Quantitative survey: We conducted a quantitative survey to better understand WWF’s positioning in the specific APAC market and uncover competitive strengths and weaknesses in the eyes of prospective partners.
Value proposition workshops: Through a series of interactive workshops, we refined WWF’s value proposition in the national market, making its added value more tangible and aligning its capabilities with the specific needs and sustainability goals of prospective partners.
Fair pricing structure: We developed strategic and tactical pricing models based on quantified value, ensuring a better alignment between the benefits delivered and partners’ financial contributions to WWF’s mission.
Our approach empowered the national WWF team to develop corporate partnerships with clarity, confidence, and a value-based strategy for this APAC market
- Offering: Improved internal clarity and external transparency around WWF’s value drivers in the specific APAC market for corporate partnerships and its competitive positioning.
- Pricing: Developed a value-based pricing approach with quantified reference points for both strategic and tactical pricing.
- Communication: Created a set of persuasive arguments and communication techniques to ensure WWF’s value-add is clearly perceived by prospective partners
Most importantly, we enabled the national WWF team to gain confidence in and communicate with conviction the unique value they deliver. Together, these outputs empowered them to navigate the most significant corporate partnership discussions with a strengthened position, sharper messaging, and an offering and pricing that reflects the true value of its contributions across the particular APAC market.
