How to design a partnership pilot that works
IN PARTNERSHIP WITH No.2
Welcome to Partnership Wednesday #97 featuring ideas you can use to create partnerships faster, with less guesswork, and confidently close 6-figure deals.
Know someone who could use this edition? Share it with them here.
A LESSON TO BUILD ON
Drone delivery is now part of Walmart, Walgreens, and DHL’s operations. From Walmart’s 1-hour Zipline drops in rural towns, to Walgreens and Alphabet’s 100K+ urban deliveries, to DHL’s smart drone corridors with EHang in China. Each company side-stepped the building of drone technology and instead, partnered fast, deployed locally, and earned speed as a competitive advantage.
Leadership Lesson: Those who partner with emerging capability instead of trying to own it outright win on relevance, reach, and responsiveness, without reinventing the wheel.
AN ANSWER TO HELP YOU MOVE FASTER
How do I design a partnership pilot that reduces the risk of it being a complete waste of time? I was asked this question from the crowd this week. Here’s my answer:
First things, first. Language matters.
Use the phrase “Pilot to prove potential”. This frames the work as a test, not a promise, and makes it easier to say ‘Yes’
Second, follow this 7-step guide to design robust and outcome-focused pilots.
1. Clarify the Shared Problem
Ask: “What urgent challenge do we both care about solving?”
- Define the pain point in one sentence
- Confirm this matters to both parties, commercially and/or reputationally
- Bonus: Quantify the cost of not solving it
Outcome: A single-line problem statement you both agree on
2. Agree on the Fastest First Win
Ask: “What outcome would make us both say: this was worth doing?”
- Choose one tangible, high-impact result you can aim for in 30–90 days
- Make it specific, observable, and valuable
- Think retention, engagement, new revenue, or insight
Outcome: A shared goal that feels like meaningful progress
3. Design the Pilot Parameters
Ask: “How can we make this fast, focused, and frictionless?”
- Start Date: When will it begin?
- Duration: Typically 30–90 days.
- Budget: Free, co-funded, or low-cost investment?
- People: Who owns delivery, review, and sign-off?
- Resources: What will each partner contribute?
Outcome: A lightweight project plan that’s easy to approve.
4. Choose the Investment Model
Ask: “How do we fund this in a way that shows commitment without creating barriers?”
Pilots work best when both parties contribute meaningfully, but that doesn’t always mean money. This step helps you pick the right level of investment based on intent, urgency, and future potential.
Download the free full guide here.
Outcome: A transparent investment agreement that reflects commitment without stalling momentum.
5. Set Success Metrics
Ask: “What does good look like, and how will we measure it?”
- 1–2 primary metrics tied to the partner’s key priorities
- Optional: A soft success indicator (e.g. customer feedback, team ease)
- Define how and when metrics will be reviewed
Outcome: Aligned expectations on what success means.
6. Plan the Decision Gate
Ask: “If this works, what’s the next move?”
- Agree on the go/no-go criteria in advance
- Clarify who decides, how, and when
- Bonus: Sketch out a version of the full partnership if it succeeds
Outcome: A clear next step that turns the pilot into momentum.
7. Draft the 'Pilot One-Pager'
Wrap it all up in one page:
Problem Statement
First Win Goal
Timeline & Roles
Success Metrics
Decision Criteria
Partner Commitments
Use this as your internal alignment doc and as an artefact to show others what you're doing and why.
Did this help? If YES, leave a testimonial, it’s the best way you can help my work.
THIS WEEK’S MOMENT
Ever wondered how to prove a partnership’s value, fast? What if you could do it in just 90 days?
In this 7-minute episode:
Identify and align on a shared, high-priority problem that actually matters to both sides
Co-create a first win that builds belief and momentum in under 90 days.
Set simple, effective metrics and decision gates that keep everyone focused and accountable.
Get every episode of the Partnership Playbook on your next commute or workout. Subscribe to the show on Apple Podcasts, Spotify and Youtube!
KNOW PEOPLE WHO FEEL STUCK?
Want to share this issue of Partnership via text, social media or email? Just copy and paste this link:
https://philhsc.com/partnership/4-june-2025
Until next Wednesday,
Phil Hayes-St Clair - Partnership Expert & Executive Coach
When you're ready, there are three ways I can help you:
1. The Partnership Lab (Applications for the July cohort close 27 June): The Partnership Lab is an AI-fuelled system for sales and marketing leaders who need to close 6-figure partnerships—fast.
2. The Partnership Decision Sprint: 45-minute sessions built for leaders facing high-stakes partnership decisions. Invite up to three people from your team and walk away with clear, actionable next steps.
3. Leadership Events: From Cochlear and Lifeblood to military leaders, I have shared inspiring stories and practical frameworks and insights that shift how leaders leverage partnerships for growth. Book me to speak at your next conference, offsite, or leadership event.
Looking for something different? Send me an email.
Get the Wednesday Partnership
The only newsletter to help you build high-value partnerships for predictable growth in half the time.
Every Wednesday I share actionable insights to sharpen your partnership skills and help you confidently close 6-figure deals. BONUS: Subscribe and get 100 battle-tested tactics to earn trust, close faster, and drive growth through high-value partnerships.
