MODULE 3 PARTNERSHIP BUILDING Summary

MODULE 3 PARTNERSHIP BUILDING
Summary
Objectives
MODULE 3: PARTNERSHIP BUILDING
To encourage participants to consider the types of
organisations that might be linked together for different
financial services, how to negotiate agreements and
what these agreements should include.
Topics
This module includes four topics, including a case study
and a role-play:
1. Resources Mapping
To identify the different types, respective priorities and
needs of institutions with which their MFIs may be able
to make mutually satisfactory partnerships.
Internal Assessment and Partner Identification ‘Type A’
partnership: Increasing credit outreach
Exercise 4: What kinds of institutions can MFIs link to
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2. Case Study
Analysis of partnership-ICICI Bank India
3. Partnership Agreements
Exercise ‘win-win’ negotiations
4. Building Capacity
Which considers the importance of ongoing capacity
building amongst partners during the course of the
partnership and some of the areas of knowledge transfer.

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MODULE 3: PARTNERSHIP BUILDING
Module 3: Partnership Building
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Estimated duration
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The time required for this
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module will be greatly
dependent on time taken for
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the Case Study 1234567890123456789
and role-plays
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contained within. However,
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allow approximately one 1234567890123456789 full
day of the workshop.
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Technique
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Presentation & Group
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discussion
Slide 1 - Module 3: Partnership Building
Resources needed
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Butcher’s paper and
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markers for participants
Flipchart paper
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Digital projector
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Module 3 1234567890123456789
presentation
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Module 3 handouts.
Slides
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1-3
Objective
To encourage participants to consider the types of organisations that might be linked
together for different financial services, how to negotiate agreements and what
these agreements should include.
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Slide 2 - Module 3: Partnership Building
CAPACITY BUILDING FOR PARTNERSHIPS IN MICROFINANCE TRAINER'S MANUAL

Introduction to the Topic
Partnership building represents the stage of the partnering process whereby partners
identify what they can/will specifically contribute to the partnership, make
agreements based on this and create a vision for the partnership. Capacity is built
based on recognition of each partner’s respective strengths and weaknesses.
Topics
This module includes four
topics, including a case study
and role-play:
MODULE 3: PARTNERSHIP BUILDING
1. Resources Mapping
To identify the different
types, respective priorities
and needs of institutions
with which their MFIs may
be able to make mutually
satisfactory partnerships.
Internal Assessment and
Slide 3 - The Partnering Process
Partner Identification ‘Type A’ partnership: Increasing credit outreach
Exercise 4: What kinds of institutions can MFIs link to
2. Case Study
Analysis of ICICI Bank India - MFI Partnerships.
79
3. Partnership Agreements
‘Win-win’ negotiation exercise
4. Building Capacity
Which considers the importance of ongoing capacity building amongst partners
during the course of the partnership and some of the areas of knowledge transfer.
THE FOUNDATION FOR DEVELOPMENT COOPERATION & CITI FOUNDATION

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MODULE 3: PARTNERSHIP BUILDING
TOPIC 1
Resource Mapping
Slide 4 - Topic 1 Resource Mapping
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Estimated duration
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60 minutes
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Technique
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Short introductory talk
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Participatory exercise:
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Part 1234567890123456789
4 of a set of 4
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exercises - 1234567890123456789
Investigating
qualities 1234567890123456789
formal financial
institutions 1234567890123456789
are looking for
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in 1234567890123456789
a partner and to identify
possible institutional
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sources of finance.
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Resources needed
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Handout 3.1 What do formal
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financial institutions want
Slides
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4-8
Objective
To enable participants to identify the different types of institutions with which their
MFIs may be able to make mutually satisfactory partnerships, and to identify their
respective priorities and needs in order to negotiate relationships that satisfy all parties.
Questions to Address
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What kind of resources can a
partner make available
What kinds of institutions can
MFIs link to
What do formal financial
institutions want
Slide 5 - 1. Resource Mapping
CAPACITY BUILDING FOR PARTNERSHIPS IN MICROFINANCE TRAINER'S MANUAL

TOPIC 1
Notes
Resource Mapping
i) The handout should be changed if necessary to reflect the types of formal
financial institutions that are likely to be involved in MFI partnerships in
participants’ regions. If international development finance institutions, such as
IFC, the World Bank, ADB, EBRD, or KfW, are active in MFI partnerships, it may
be appropriate to adapt the case study to fit one of them or possibly to invite a
staff member of the institution to share her or his experiences with the group.
Similarly, the case could be altered to cover a major bank that is involved in
partnerships with MFIs, such as Citibank, ABN AMRO, ANZ Bank, or other large
local commercial and public sector banks. It is important, however, that all the
major types of institutions are covered.
MODULE 3: PARTNERSHIP BUILDING
Mapping Resources
The results of the internal
assessment, as well as revealing
limitations, should produce an
exhaustive list of the knowledge
and capabilities of the
organisation.
In the context of partnership
negotiations, these form the
basis of what an MFI or bank
may offer to the partner. These Slide 6 - What Can We Bring to the PartnershipAdapted
may be both readily obvious, from: Tennyson.R (2003) The Partnering Toolbook,
ILBF/GAIN
such as in finance or access to
clientele, but may uncover other benefits, both tangible and intangible, that may be
attractive to potential partners. Organisations should not necessarily try to predict
what may or not be attractive to potential partners, and should place all that is
practicable on the table when instigating or negotiating partnerships.
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THE FOUNDATION FOR DEVELOPMENT COOPERATION & CITI FOUNDATION