When I do workshops on employer engagement, I emphasize the distinction between partners and sponsors. Everyone says they want industry partners, but the way they go about it indicates that what they really want is sponsors. Employers see the difference and respond accordingly.

To explain the difference, I walk through the partnership development model.

Typically, an educator has an idea for a way that employers can help students reach some objective, from learning to read at the younger grades to preparing for a trade in high school. They design the partnership, figuring out what needs to take place and what resources are required. For example, they might design a career mentoring partnership where students meet weekly with industry professionals to learn about the field and get advice on preparing for a certain occupation. Then they go look for partners.

But that’s not really a partnership, is it? Think about it: If you’re deciding on the outcomes, and you’re deciding on the method, your industry counterpart is just there to fuel the program, providing manpower, money, or resources to make your plan come to life. That’s a sponsorship, not a partnership.

I offer the following definition of a business/education partnership:

Educators and businesspeople working together toward a shared goal designed to benefit students while at the same time, achieving goals unique to each partner.

Notice a few things about that statement. First, student outcomes are the primary focus; that’s the whole point of these partnerships. But next, you’re achieving goals unique to each partner. That means that you and your partner also get something out of it. These outcomes can vary widely, but they’re important to recognize and factor in. Finally, while it’s not stated explicitly, it assumes that there’s some kind of measurement going on, so you can say whether you’ve benefited students and whether you and your partner have achieved your goals.

This definition points to a different model of partnership development, one where you identify your partners first, then you decide on goals (and these are student, employer, and educator goals). THEN, you decide how you’re going to achieve them. That’s a true partnership – and if you take that approach with your partners, you’ll see them get very engaged in, and supportive of, your work.

Brett Pawlowski is Executive Vice President of the National Center for College and Career (NC3T) (www.nc3t.com). NC3T provides planning, coaching, technical assistance, and tools. These strategies help community-based leadership teams plan and implement their college-career pathway systems and strengthen employer connections with education.