6 simple steps to build strong partnerships between start-ups and corporations

Start-ups need funding, mentorship, and networks to scale. Big companies are looking for fresh ideas, disruptive tech, and faster ways to stay ahead. When they join forces, both sides win. Keep reading for 6 easy steps to make this partnership a success. 

Corporate-start-up partnerships can help both sides grow faster with less risk. Start-ups bring operational agility, new ideas, and innovative technologies, while big companies offer resources, industry experience, and access to markets. 

But working together isn’t always easy; different goals, work styles, and company cultures can lead to frustration and inefficiencies. Here are 6 simple steps to make collaboration smoother: 

1. Be clear on your value proposition

Before partnering, both start-ups and corporations need to be clear about what they bring to the table. Miscommunication, unrealistic expectations, and mismatched priorities can derail the project. To avoid this, both sides should identify their strengths (whether it’s resources, agility, or expertise) and explain how they can support each other.

Corporations partner with start-ups to innovate faster, reduce costs, and gain access to disruptive technologies that may be difficult or expensive to develop in-house. These collaborations allow corporations to experiment with new working methods, such as quicker product launches and more flexible business models. Plus, start-ups bring fresh talent, new skills, and innovative ideas to corporate teams.

On the flip side, start-ups partner with large companies to tap into resources they might not have, such as infrastructure, distribution networks, and a broader customer base. They also get the opportunity to co-develop products, learn from industry experts, and build credibility, making it easier to attract investors.

2. Set clear goals

For a partnership between a start-up and a big company to work, both sides need to be clear on what they want. Corporates are usually after new tech or ways to improve their products. Start-ups, on the other hand, are looking to grow, test their ideas, and better understand their customers. When both sides are aligned on their goals, things run smoother. Research backs this up: a McKinsey survey found that partnerships with clear, upfront goals see satisfaction rates jump from 63% to 86%. 

Consider the case of Thermo Fisher Scientific. "For us, it’s about finding new features for our core product: the microscope", explains Petr Střelec, Site Lead. "We don’t always want to design or manufacture these ourselves. Start-ups bring new functionalities we can offer as add-ons." But alignment is key, he adds: "Start-ups need to understand how we create value for our customers. When their solutions address real needs, it opens up exciting opportunities for us, and that motivates us to overcome cultural differences."

Setting goals is just the beginning. To keep things moving in the right direction, you’ll need to track your progress. Choose 3 to 5 key metrics that match your partnership goals, like hitting product milestones, attracting new customers, boosting revenue, or cutting costs. Check in regularly, adjust where needed, and stay focused on what you’re trying to achieve together.

3. Get support

Building a successful partnership isn’t always easy, but that’s where the Enterprise Europe Network and its local branches come in. For example, the South Moravian Innovation Centre (or JIC in short) helps small companies in Brno connect with industry, academia, and research institutions. Their business support advisers offer personalised support and assistance to help start-ups grow. 

Take IDEA StatiCa, a local company founded in 2009 that creates software to help engineers design and analyse building structures. JIC helped them refine their marketing strategy, develop an internationalisation strategy, and connect with the right partners.

"There are only about 750,000 structural engineers worldwide, so we couldn’t stay local", says Juraj Šabatka, CEO of IDEA StatiCA. "Thanks to the Enterprise Europe Network, we secured funding and came up with a plan for global growth. We started in Europe, expanded to the United States, and now we’re on track to become the top software provider for structural engineers."

4. Map out a clear plan

Once you’re ready to work together, start with a clear plan. Spell out who’s responsible for what, set deadlines, and agree on your shared goals. Make sure to include a timeline, budget, and a way to track progress. Keep the plan flexible as circumstances can change. Schedule regular check-ins to review progress, solve any issues, and course correct if needed.

Here are some simple questions to guide your planning:

• Who’s in charge of each task or deliverable, and who will make the decisions?
• What are we trying to achieve, and what are the deadlines?
• How much will it cost, and how will we split expenses?
• What resources do we need, and what will each side bring – people, tech, or data?
• How will we monitor progress, and what metrics will we use?
• What could go wrong, and how will we handle it?

5. Test and improve

Start with a small project or pilot to test how well both teams collaborate and if the product meets market needs. For example, 3L Robotics, a company in Brno that specialises in automated parcel delivery, partnered with Honeywell Aerospace on a pilot project. With JIC’s support, they tested how 3L Robotics’ drone helipad system integrated with Honeywell’s mission planning software. This pilot improved drone delivery efficiency and safety, resulting in new logistics products.

JIC also helped 3L Robotics secure funding and build key partnerships. “Winning two major European Space Agency competitions through the Business Incubation Centres, Europe’s largest network of incubators for space start-ups, and Space Solutions gave us the resources to test our ideas and introduced us to major aerospace players like Honeywell, Embraer, and Siemens”, says Luboš Lněnička, founder of 3L Robotics. 

The pilot phase is a great opportunity to gather feedback and make improvements before going big. The key is finding the right balance: the project should be large enough to show real results, but small enough to stay manageable. One common pitfall is getting stuck in the  “pilot trap”, where the project never moves beyond the testing stage. This often happens because there's not enough data to make a decision, next steps aren’t clear, or the goals and timelines don’t line up. Other hurdles like limited resources, too much red tape, or poor communication can also slow things down. The best way to avoid this is to talk about the scaling plan and resource needs early on to keep the momentum going.

6. Build on the partnership

If the pilot goes well, it’s time to scale up. This could mean launching in new markets, developing more products, or teaming up on joint marketing efforts. Start-ups can also tap into the corporations’ network to reach more customers and improuve their offering with deeper insights.

There's also room for even closer collaboration. Some corporations invest directly in start-ups as part of their open innovation strategies, while others create spin-offs to explore new ideas. This kind of support gives start-ups access to more resources and helps them grow faster.

“We've been scouting companies for Honeywell, and through events like the Velvet Innovation Meetup in Brno, we’ve built strong partnerships and valuable industry connections”, said Luboš. “One of our prototypes was tested in Honeywell’s lab, and we’re now preparing for more tests at the Living Lab at the BVV Trade Fairs Brno.” 

In fast-changing industries, these kinds of partnerships are more important than ever. Tomáš Szaszi, Director of Strategy & Innovation at Honeywell, puts it simply: “Start-ups and SMEs drive early-stage innovation. It’s speed, agility, and trust that make these collaborations work.”

Thinking about your next big partnership? Reach out to your local Network contact point and find out how we can help.