By Melissa Porteous and James Chapman.
Partnering with business: From engagement to impact
A global development crisis—And a new way forward
International development is facing an unprecedented funding crisis. In just a few months, over $60 billion—nearly a third of global aid—has disappeared. The UN, the World Bank, and INGOs are under immense pressure, with many organisations forced to scale back programmes and lay off staff.
With resources more scarce than ever, effective partnerships are no longer optional—they are essential. To achieve the SDGs and beyond, development organisations must collaborate strategically and efficiently wherever partnerships can create additional value.
Partnering with businesses presents a major opportunity to bridge this gap, not just through financial support but also through their unique contributions in terms of expertise, innovation, risk expertise, and reach.
At The Partnering Initiative (TPI), we have been championing business as an essential actor for transformative change for over two decades. In response to the growing need for practical guidance on how to engage with the private sector, we are launching a new course: Partnering with Business: From Engagement to Impact.
Beyond funding: The true value of business partnerships
A common misconception is that businesses are merely sources of funding. While the private sector can provide flexible financial resources, this is often one of the least interesting things they bring to a partnership.
Instead, businesses offer:
- Expertise in data management, infrastructure, and supply chain logistics
- Market access and distribution networks
- Innovation and problem-solving capabilities
- Technology and digital transformation insights
By leveraging these strengths, development organisations can enhance their impact, improve operational efficiency, and drive transformational change.
Overcoming the challenges of partnering with business
Despite these benefits, partnering with business presents unique challenges, including:
- Different motivations – Businesses are profit-driven and accountable to shareholders
- Pacing differences – Businesses often move quickly, while development processes can be slower
- Mutual trust issues – NGOs may be suspicious of business motives, while businesses may question the effectiveness of development organisations
- Misaligned interests – Aligning priorities requires careful negotiation and relationship-building
So, how can organisations overcome these barriers?
Partnering with business: A strategic approach
To develop meaningful, value-driven partnerships, organisations need a clear strategy and the right skills.
Melissa Porteous, Senior Programme & Training Manager at TPI, explains:
“You need to be very clear about why businesses should want to partner with you. Understand your unique selling point. Organisations are specialists—they survive because they fill a need or play a key function. It’s about how to articulate that and link it to value creation.”
This is exactly what our new course helps participants achieve.
“It’s not just about knocking on someone’s door and saying ‘I think we should partner together’—it’s about building relationships that create real value for achieving shared goals.”
What You’ll Gain from the Course
Through interactive learning, case studies, and practical exercises, participants will:
- Gain a clear understanding of different business partnership models and their benefits
- Develop a tailored strategy for engaging with businesses for resource mobilisation, fundraising or strategic collaboration
- Learn how to identify and articulate their organisation’s unique value proposition
- Build skills in negotiation, influencing, and managing partnerships effectively
- Understand key business motivations and decision-making processes
- Gain practical experience by developing a strategic pitch for potential business partners
- Receive a complete set of tools for designing and implementing successful partnerships
Who Should Take This Course?
This course is ideal for:
- Professionals already collaborating with businesses who want to get more from their partnerships
- Organisations looking to engage with business for the first time
- Individuals aiming to shift their organisation’s mindset towards cross-sector collaboration
Participants will leave the course equipped with practical skills, proven frameworks, and a shared language to drive effective business engagement within their organisations.
Take the Next Step
Spots are limited! Secure your place on Partnering with business: From engagement to impact and gain the skills to develop high-value, impactful collaborations with the private sector.
