The Undeniable Importance of Strategic Partnerships in Marketing

When I think about the most powerful and impactful strategic partnerships I’ve been lucky enough to experience, my friend and client Bob Hampe is always near the top of that list.

I’ve been fortunate to have some truly meaningful strategic partnerships in the cannabis industry, but with Bob, our content marketing and content strategy work has long been focused outside of cannabis—where Bob’s company, Actall, specializes in real-time location system (RTLS) technology created to thrive in challenging physical environments, such as mental health facilities.

Bob and his team not only create best-in-class technology like RTLS for hospitals, he’s also the kind of inspiring, progressive, forward-looking CEO we prioritize working with at Grasslands. While Actall’s RTLS technology is used in corrections facilities across the U.S. and Canada, Bob spends considerable time encouraging his partners in this space to, as he wrote recently, “think creatively about the ways we can use technology to reduce recidivism and make the transition ‘back to society’ smoother for formerly incarcerated individuals.”

After knowing each other for a decade-plus of rock shows and music festivals, I’ll always remember a conversation Bob and I had over beers one night, right before Actall signed with Grasslands over two years ago. I opened up to Bob about my drive to be a better, more inclusive, more community-minded CEO—and when he started nodding along, it told me that he too was focused on being a more thoughtful leader. 

Bob at the 2021 Actall-Grasslands Pride Party

“Let’s do some of this together,” Bob told me. And that’s when Bob and I’s friendship turned into an agency-client relationship—as well as a significantly deeper strategic partnership.

Before that night was over, Bob and I agreed that our small businesses should co-host a Pride Party together that June. And less than a few months later, Bob was also dedicating resources to help support the first cohort of our agency’s Diversity-in-Marketing Internship Program.

Bob and I speak the same business languages in our official work together. But we also prioritize the same kinds of extracurricular initiatives outside of our day-to-day dealings.

Take the Pride Party as an example. Bob was already hosting a very special renegade Pride Party in the alley behind his house, which was just off what had been the Denver Pride Parade route in normal, non-pandemic years. He always invited his entire community—including family, friends, neighbors and colleagues—and that’s how I ended up there in June 2020. 

When we first talked about Grasslands  supporting his Pride Party the following summer, it was a no-brainer. Our thinking: We could bring our personal and professional networks together, to build more strategic partnerships among our communities—while also creating something that is greater than the sum of its individual parts. I asked Bob how my team and I could help with the event marketing and production. He asked if we could bring a bunch of breakfast burritos and mimosa-makings and rent some infrastructure to accommodate the larger crowds. 

Of course we were happy to—the larger the crowd we could draw, the greater the number of community connections we could cultivate and the more money we could raise for a good cause. We accepted cash tips at the breakfast bar and raised nearly $500 for The Center on Colfax, the largest LGBTQ+ community center in the Rocky Mountain region. 

Ricardo and Bob at the 2020 Actall Pride Party, which originally inspired their collaboration on another Pride party the following summer

As for Bob and Actall’s support of Grasslands’ Diversity-in-Marketing Internship Program, that collaboration was equally organic. Grasslands’ Chief of Staff Debbie McHugh and I developed and implemented the program out of our Indigenous-owned agency’s commitment to attract, develop and retain diverse, high-potential early-career marcom talent. One day, Bob asked me, “How can I help?”

Debbie and I knew that one day we’d develop a framework that would allow our partners and clients to support our DEI-centered internship program—but before we could develop the opportunity deck and put that out to our community, Bob beat us to the punch. And one week later he’d committed to supporting our internship program in a way that would also benefit his business. The Grasslands marketing and PR interns would each work on a project for Actall. That way, Bob and his team could be hands-on with these young professionals whose work would elevate Actall and its mission. 

The collaboration was a win-win for everyone involved, including our interns, who had the opportunity to be client-facing and present projects on which they had taken the lead—and receive feedback on their work from a client who had a vested interest in their success. Thinking back on this powerful collaboration still gives me goosebumps, especially because it was so successful.

Any business leader understands the immense value of these kinds of strategic partnerships—a content marketing client that turns into a creative collaborator and a like-minded, values-driven sounding board. It’s impossible to assign a value to this kind of strategic partner, especially because these kinds of relationships can last a lifetime. 

2022 will be the second summer of Grasslands’ Diversity-in-Marketing Internship program with a cohort of three spectacular young professionals. I wanted to take a brief moment to shout out to Bob Hampe of Actall and others like him. My colleagues and I are all the better for these relationships, and we look forward to more collabs with Bob and his team, and more opportunities with other visionary leaders and bold brands in our network.

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